Tag Archive: Sales Process

The Challenger Sale is a Break-through in Commercial Teaching

October 27, 2017 5:41 am Published by Leave your thoughts “The Challenger Sale isn’t so much a “selling system,” as it is a way to think differently about how to approach customer interactions.”                     — Brent Adamson You want so badly to win every booked meeting with your customer and you don’t want to struggle with the way you will approach them:  Why not opt for the Challenger Sale's technique "Commercial Teaching"? A break-through in the world of sales in a more planned and organized way. You simply want to win your prospects' hearts and minds. Using the right elements and strategy to deliver your potential skills...

It’s all a Game of Thrones: Dominating the World of Complex Solution Selling

September 15, 2017 8:44 am Published by Leave your thoughts   To find a real Challenger Sales Rep, I thought I needed to look for a typical kind of personality, a certain level of strangeness and awkwardness, for someone who would never agree, but still be able to sell somehow, as mentioned from our previous blog post. I thought that’s what it meant for someone to be able to do Challenger Sales. Boy was I wrong. When I read “the Challenger Sales” book again, I realized that being a sales rep can mean both having a job extremely hard to get right, as well as being rather easy when you have a...

Customer Acquisition Cost: The Only Health Check Up Your Business Needs

January 3, 2017 9:10 am Published by Leave your thoughts     Last week I had a doctor's appointment, nothing serious but I thought it was time for me to go in for a general check-up. Get my body's key performance indicators (KPI's) if you will. The Dr. took my height/weight, blood pressure, cholesterol and a blood sugar test. I passed and was given the stamp of health. Now as I was leaving I began thinking about what a standardized health check up would look like for SME's (small & medium sized enterprises). This then lead me to begin thinking about the health check we do ourselves with the 2-Min test we had developed on our...

Adocto: before and after using Otto

August 5, 2016 10:33 am Published by Leave your thoughts How Adocto Företagshälsovård - Occupational Healthcare Sales Process was before and after using Otto and introducing seminar-invitations Transcript I'm Magnus Tidbeck from Adocto Företagshälsovård, which is occupational healthcare. We are selling preventative healthcare to companies and our target group is pretty much every company that needs to lower their sick leave status.   How did you use to find your clients?   The traditional way of finding new clients in any sort of business previously has been to basically book them into a meeting and visit them and that has become increasingly harder over time. We’ve paid telephone booking companies several thousand kronor (SEK) per meeting...

5 Questions every Sales Team Should Ask

July 28, 2016 3:01 pm Published by 1 Comment All growing organisations have one thing in common, they all care about their customers. From the outset of the sales process their sales teams ensure they understand the needs, issues and goals of their prospects (this is what separates the amateur from the pros). In the amateurs, sales teams are all about the product & features. When it's time to enter the pro's it's all about the prospects needs, problems & goals. I feel like this needs to repeated:   These questions I am about to outline below, can help you determine your own Value and be used when helping your sales team...

How to Implement Value-Based Pricing

June 30, 2016 4:25 pm Published by 3 Comments   Creating a pricing strategy that works for your brand and product is vital to ensuring you create happy customers and a healthy sales pipeline. Most organisations seem to implement cost-based pricing into their organisation which can be effective. However, using value-based pricing ensure your customers value their purchase and are as happy as this guy: How would you implement value-based pricing? Here at Sonician we love the idea of value-based pricing and we have actively engaged in using this strategy to price some of our products. However, to implement such a pricing system you firstly need to determine if you can sustain your...

Business Case Study on Internationalisation

May 4, 2016 11:45 am Published by Leave your thoughts So you've decided to go international with your business. I think it's rather common to see the general business case study on internationalisation take the following steps: Picking your first country Renting office-space, Hiring your first sales representatives, possibly local PR and marketing, Wait for the sales reps to close new deals. Money coming in to the bank. I do think there's a big flaw here though, and it's that money is only S.L.O.W.L.Y coming in while money is flooding out at too high a pace. After having now helped a couple of businesses take the plunge, here's a case study for a...

Otto Insider: Using Otto for Lead Scoring

April 7, 2016 4:19 pm Published by 1 Comment In this video we take you through how you can use Otto for Lead Scoring.  It includes using page actions to determine lead score values, how to search using Lead Scores, as well as how Lead Scoring is logged into the contact activity timeline. If you have any questions please leave a comment! Please share with your friends & family....

“The User Interface of Otto isn’t as Good looking as ….” Using Feedback Positively!

March 30, 2016 10:47 am Published by 1 Comment Towards the end of 2014 our CEO Henrik Rudberg travelled to Stockholm for a Brian Tracy Conference.  During his time there he met with Niko Fastman, the man behind topthinkers.org.  He agreed to trial Otto instead of using his normal Email Marketing system, MailChimp. This is what he had to say after that time: Before I decided to try Otto for my Marketing Automation and mailings, I thought it was a rather big step. I wasn't sure that it would be any better than Mailchimp that I used before. Despite the fact I may not think the current user interface of Otto...

Otto Insider: What is Lead Scoring?

March 23, 2016 5:00 pm Published by Leave your thoughts In this video I will explain what Lead Scoring is and how it can have an impact on your organisations sales efficiency. If you have any questions please leave a comment! Please share with your friends & colleagues....