2020

What is market mapping for sales prospecting – and how can you do it?

What is market mapping for sales prospecting – and how can you do it?

Market mapping for prospecting is a different kettle of fish than traditional market mapping, and much harder to complete then mapping existing customers. We’ll explain exactly how it differs (and what a kettle of fish is) in just a minute, but first let’s consider why you may need to map
Pitch perfect: How stories can give sales a happy ending

Pitch perfect: How stories can give sales a happy ending

Everyone loves a good story. From our cave days of huddling round a fire listening to stories about gods, to the modern religion of soap operas that we share while bathing in the warmth of the cathode ray, we buy into narrative with much greater readiness than we do information
Pitch perfect: How an open mind closes the sales deal

Pitch perfect: How an open mind closes the sales deal

Want to close that deal without coming across all Del Boy from Only Fools and Horses? ‘Course you do, my son. An open mind closes deals more effectively than a focus on closure. It’s time to drop that assumptive close – ‘shall I draw up the paperwork, then?’. Assumption is
Six ways to place your prospect’s needs at the centre of your sales pitch

Six ways to place your prospect’s needs at the centre of your sales pitch

What do rugs, cushions and chains have to do with placing your prospect’s needs at the centre of your pitch? You’re about to find out! Problems within problems It is impossible to provide a perfect solution if you don’t bother to find out what the problem is. That much is
sales methodology training

Making it happen – sales methodology training

It’s a fact. SiriusDecisions discovered a conclusive link between high-performing sales teams and ongoing training. Organisations with sales teams that consistently post results are twice as likely to engage their talent with regular training opportunities. In the last two posts we reviewed the benefits of adopting sales methodologies and introduced
Five sales methodologies you cannot sleep on

Five sales methodologies
you cannot sleep on

In the first part of our review of all things sales methodology we looked at why you may consider adopting sales methodologies as part of your practice. What did we find out? Let’s leave it to Abraham Maslow (of Hierarchy of Needs fame) to eloquently summarise. Good psychology should include
Solution selling: what is it, who is it for and how can you start gaining from it?

Solution selling: what is it, who is it for and how can you start gaining from it?

‘You either have to be part of the solution, or you’re going to be part of the problem.’ Eldridge Cleaver The premise behind solution selling is so widely accepted that it may appear to be part of the life-blood and genetic make-up of a sales person, rather than a sales
Summer slumps

Summer slumps:
how can B2B businesses deal with them?

Sometimes I wonder what I’m a gonna do But there ain’t no cure for the summertime blues Eddie Cochran In a recent survey of B2B businesses we found that: Two-thirds of B2B businesses experienced sales slumps over the summer – with July and August identified as the worst hit months
Should my small business be prospecting right now?

Should my small business be
prospecting right now?

SoPro works directly with thousands of founders, owners and directors of small businesses. And, as a small business ourselves, what we are hearing from some really worries us. A significant minority are voicing an unwillingness to prospect in a time of economic crisis and the attendant social miseries this inevitably
Social selling: because people buy from people

Social selling:
because people buy from people

The key is in the ignition so strap yourself in. We’re about to zoom you through stat after stat about social selling. But, as the dust settles, stay firmly in your seat. Because we’ll then take you on a journey through 9 social selling tactics that will skyrocket your performance.