Iain Swanston

Helping people focus on Finding, Klozing & Growing more B2B Sales Opportunities. Still happy to answer my own phone!

Sales Consulting Services Driving Sales Transformation

by
Sales Transformation Consulting

Reading Time – 8 minutes

Table of Contents

  1. B2B Sales Consulting
  2. Which Sales Organisations Benefit from Sales Consulting
  3. Sales Transformation Consulting
  4. Sales Leadership
  5. Sales Consulting Operations
  6. Sales & Marketing Alignment
  7. Sales Technology & Tools
  8. Our Consulting Approach
  9. Sales Consulting Services
  10. Recommended Reading

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Why the Difference Between Sales and Marketing Matters

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The Difference Between Sales and Marketing

Reading Time – 8 minutes

Table of Contents

  1. What’s the Difference Between Sales and Marketing?
  2. Why Has Sales & Marketing Changed?
  3. Death of the Salesman
  4. The Modern Buyers Journey
  5. How Sales People Can Retain Relevance
  6. The Benefits of Great Marketing
  7. Marketing Leaders You Should Follow
  8. Why Salespeople Don’t Follow Up Marketing Leads
  9. The Future of Sales and Marketing
  10. Recommended Reading

Read moreWhy the Difference Between Sales and Marketing Matters

Sales Training for Entrepreneurs & SMEs

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Sales Training for Entrepreneurs & SMEs

Reading Time – 8 minutes

Table of Contents

  1. Sales Courses for Entrepreneurs & SMEs
  2. The Stress of Sales for Entrepreneurs
  3. The Two Main Sales Stages of Entrepreneurial Sales
  4. A Different Type of Sales Strategy
  5. Sales Strategy vs Sales Tactics
  6. Sales Campaigns for Startups
  7. Long Term Sales Strategy
  8. How do I Get Listed on the 1st Page of Google
  9. Recommended Reading

Read moreSales Training for Entrepreneurs & SMEs

Why Non “Salesy” Sales Training for Consultants Works

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Sales Training for Consultants

Reading Time – 8 minutes

Table of Contents

  1. Why Being “Salesy” Doesn’t Work for Consultants
  2. Selling Tips for Consultants Who are Introverts
  3. Sales Training for Consultants
  4. Training Sessions for Consultants
  5. Sales Training Tips for Consultants
  6. Sales Training for Professional Services
  7. Recommended Reading

Read moreWhy Non “Salesy” Sales Training for Consultants Works

How to Motivate a Sales Team Without Money

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How to motivate sales people without moneyv

Reading Time – 8 minutes

Table of Contents

  1. Types of Motivation for Sales Teams
  2. What is Sales Motivation and Why is it Important?
  3. What’s More Powerful Than Motivation
  4. Find and Build a Common Cause
  5. How to Motivate Demotivated Sales Teams
  6. 23 Road Blocks to Sales Motivation
  7. How to Motivate & Lead a Sales Team Without Money
  8. Motivational Quotes & Speeches for Sales Teams
  9. Summary
  10. Recommended Reading
How to Motivate a sales team without money
Types of Sales Motivation

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How to Make the Perfect Sales Prospect Profile

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Sales Prospect Profile Template

Table of Contents

  1. What is a Sales Prospect Profile?
  2. Why is a Sales Prospect Profile Important?
  3. Sales Prospect Profile Example
  4. Why you Need a Sales Prospect Profile
  5. Sales Prospect Profile Checklist
  6. Sales Prospect Profile Template
  7. How to Get Started
  8. Recommended Reading

Read moreHow to Make the Perfect Sales Prospect Profile

8 Steps to Prove Your Value Proposition Canvas

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Value Proposition Canvas

Table of Contents

  1. Congratulations on Completing Your Value Proposition Canvas
  2. Why You Should Validate Your Value Proposition
  3. How to Validate your Value Proposition
  4. How to Objectively Score Your Value Proposition
  5. Value Proposition Risk Analysis
  6. Value Proposition Canvas Questions
  7. Methods for Validating a Value Proposition
  8. Great Validation Creates…
  9. Sales Prospect Profile Template
  10. Recommended Reading

Read more8 Steps to Prove Your Value Proposition Canvas

Step by Step Guide to Objection Handling in Sales

by
Klozers Sales Training

Reading Time – 8 minutes

Table of Contents

  1. What is Objection Handling in Sales?
  2. Why is Objection Handling in Sales Important?
  3. What are Sales Stalls & Objections?
  4. Examples of Stalls & Objections
  5. Objection Handling Techniques to Prevent Stalls & Objections
  6. Objection Handling Training Tips to Reduce Sales Stalls & Objections
  7. Objection Handling Training
  8. Recommended Reading

Read moreStep by Step Guide to Objection Handling in Sales

How to Create a Unique Value Proposition with Examples

by
Unique-Value-Proposition

Reading Time – 8 minutes

Table of Contents

  1. What is a Unique Value Proposition?
  2. Why is a Unique Value Proposition Important?
  3. B2B Value Proposition Examples
  4. Unique Value Propositions vs Competitive Advantages
  5. Value Proposition Template
  6. Unique Value Proposition vs Unique Selling Proposition
  7. Unique Selling Proposition Examples
  8. Sales Battle Cards Worksheet
  9. Recommended Reading

Read moreHow to Create a Unique Value Proposition with Examples

How to Sell Value not Price

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How to Sell Value Not Price

Reading Time – 8 minutes

Table of Contents

  1. What is Selling Value not Price?
  2. Why is Selling Value Important?
  3. Value Based Selling Techniques
  4. Value Selling Examples
  5. Value Based Selling Questions
  6. How to Sell Value not Time
  7. 30 Ways to Position Yourself to Sell Value Not Price
  8. Value Based Selling Training
  9. Recommended Reading

Read moreHow to Sell Value not Price