“What do you do when the referrals from your network dry up?”, asks Christian Banach. One option is outbound, but this is a very different proposition to working ones warm market. You have to modify your expectations. These deals usually take longer, have much lower conversion rates and the thinking behind such campaigns is usually… Continue reading How Can You Guarantee Your Pipeline Is Full When Your Network Dries Up?
Michael F Schein says, “Hype can be used for good or evil. I got curious to understand how great influencers, historical demagogues, cult leaders, Rap promoters and band managers can influence so many people to do what they want them to do, because I figured if you could harness that …!” Mike is CEO of… Continue reading How Do The Best Managers Build Trust and a Culture of Cooperation?
Bids & Tenders are among the highest hidden costs in any selling organisationPursuing a bid can cost £tens or even £hundreds of thousands.Do you know if you really want to win it? Is it the right type of business? Can you win it? Who commissioned the tender or bid? Who helped them? Is the deck stacked… Continue reading Love Me Tender- The Awful Truth About Bids & Tenders
Christine Hueber has one of the most visited profiles on LinkedIn. She is an internationally recognised LinkedIn coach and trainer. Christine discusses the importance of having a powerful profile, using the platform effectively to drive connection, engagement and build your sales pipelineSocial selling is a must for anyone involved in new business development, scaling up… Continue reading Make Money Using LinkedIn
Dr Mark Goulston wrote the book I wish I’d written, “Just Listen”. He also wrote the other book I wish I’d written, “Talking to Crazy”. His work has affected millions of people directly. He is a psychiatrist, has trained hostage negotiators, hobnobbed with the good and the great and his work is a powerful addition to… Continue reading Sell More With Empathetic Listening
In our first episode, I interview the UK’s most hated sales trainer, Benjamin Dennehy, about every salesperson’s pet hate, Telephone Prospecting. No one likes prospecting but we have to do it. Nothing matters more to ANY salesperson than the quality and consistency of their sales pipeline. Benjamin and Marcus offer real-world tips, advice and war stories based on years of… Continue reading How To Fail BIG at Prospecting