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You Need a Sales Strategy: Which One?
If you want long-term success in anything, you need a strategy. And this is never more so than with sales.
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Cold Calling to Get a Sales Appointment
In the professional world, cold calling is not about making the sale, but to move you one step closer. And the most frequent first step is to get an appointment.
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The 1-2-3 of a Successful Written Sales Proposal
In many sectors – especially professional services, where I have had my career – sales are often made with the help of a written proposal. And, while this could be a course all on its own, here are a few tips and pointers.
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Pricing and Fear of Price
This is a course about sales. And most salespeople have no control over the prices of the products and services they need to sell. So, I am not going to talk about the economics, strategy, or internal politics of setting a price. I want...
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Account Management: What is Account-based Selling?
A lot of business-to-business selling is strategic. It is not a one-off or tactical endeavor. It is likely that you will want to maintain and build your relationships over the months and years to come. Managing this ongoing relationship...
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Sales Optimization: Upselling, Down-selling, and Cross-selling
A good salesperson never wants to leave their customer without making the best sale they can. So you need to learn the art of the upsell. And, for that matter, of the cross-sell and the down-sell.
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The Complex Sale: 101
Complex Sales are, by nature… Complex. And that means this is a big topic. In the late 1990s, I went on a 2-day course, so this video is, necessarily, the 101 version of what has stuck with me.
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Dale Carnegie: How to Win Friends and Sell to Them
When selling, a relationship mindset is vital. And Dale Carnegie tells us how we can make friends with the people who buy.
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Mary Kay Ash: The Mary Kay Way of Selling
Mary Kay Ash started her working career as a salesperson. But, with her multi-billion dollar Mary Kay Independent Beauty Consultants business, she innovated her way to the sales stratosphere.
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Daniel Pink: To Sell is Human
Daniel Pink is not a salesperson, but a skilled writer who specializes in anecdote-heavy popular business books. Pink believes that, and I quote: ‘Like it or not, we’re all in sales now’.
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David McClelland and Three Motivational Needs - Content Theories of Motivation
For my money, David McClelland gave us one of the most useful models of motivation, for use in the workplace. McClelland identified three motivational needs. Each of these allows us to motivate different people to do the same task, by...
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The Sales Process - a Summary of the 9 Step Selling Process
For some people, the idea of selling is scary, off-putting, even alarming. But, as a manager, you may sometimes be called upon to sell or help sell your organization’s products or services. But don’t worry. There is a straightforward...
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Sales Prospecting [Sales Process Part 1 of 9]
The sales process starts with prospecting. This is how we find potential future customers – or ‘prospects’.
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Pre-Sales Activities [Sales Process Part 2 of 9]
You have prospects, but it would be foolish to dive in and try to sell to them immediately. You need to prepare, and this is where the three pre-sales activities come in.
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Sales Success Tips: Sales Do's & Don'ts
In this video I share an armful of great tips to boost your sales effectiveness.
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5 Components of a Powerful Sales Attitude
A powerful sales attitude for any salesperson consists of five components. Let’s see what they are.
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Presenting Solutions [Sales Process Part 6 of 9]
The part of the sales process that people think of as ‘selling’ is the step where you present solutions to meet your prospect’s needs. This is what we’ll look at in this video.
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Master Selling: Why People Do and Don't Buy
People buy for emotional reasons. They may justify their purchase on things like cost, convenience, performance, or sustainability. But, deep down, it’s all about how these things make them feel. Let’s look at the emotions that make...
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The British International Motor Show: Record Sales and Exciting New Models
The British International Motor Show showcased over 700 cars and 300 exhibitors, with a focus on new models and advanced technology in the motor industry. Highlights included the iconic Aston Martin and Jaguar cars used in the latest...
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The Rise of DVD Technology: The Future of Home Entertainment
The video highlights the rapid success of DVD players, surpassing the popularity of CDs and VCRs due to their superior picture quality and convenience. It mentions how the introduction of recordable DVDs further solidified their...
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B2C Marketing
Description: Dive into the world of B2C marketing and uncover effective strategies to connect with your target audience. Explore the latest trends and techniques to engage, convert, and retain customers. From personalized campaigns to...
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What Is Channel Marketing
Unlock the power of channel marketing in this informative video. Discover what channel marketing is and how it can exponentially increase your brand's reach, sales, and revenue. Explore the strategies and tactics for effectively...
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What Is A Go To Market Strategy
Gain a clear understanding of what a go-to-market strategy is in this informative video. Explore the key components and best practices for developing a successful strategy to bring your product or service to market. Discover how to...
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Campaign Management
Dive into the world of campaign management and discover the strategies to effectively plan, execute, and optimize your marketing campaigns. Learn how to streamline processes, set measurable goals, target the right audience, and analyze...