Business Development

Sales Activities, strategies & tactics required to find new business opportunities.

Why the Difference Between Sales and Marketing Matters

by
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

Why Non “Salesy” Sales Training for Consultants Works

by
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

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

by
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

Step by Step Guide to Managing a B2B Sales Pipeline

by
B2B-Sales-Pipeline

Reading Time – 8 minutes

Table of Contents

  1. What is a B2B Sales Pipeline?
  2. Why is a B2B Sales Pipeline Important?
  3. B2B Sales Funnel Examples
  4. Building a B2B Sales Pipeline
  5. Qualifying Leads in the Sales Pipeline
  6. B2B Sales Pipeline Stages
  7. Managing the Sales Pipeline
  8. Pipeline Scrub
  9. Pipe Speed or Sales Cycle
  10. Weighted Sales Pipelines
  11. Pipeline KPI’s
  12. Sales Pipeline Spreadsheet
  13. Migrating Customer Data
  14. Definitions
  15. Recommended Reading

Read moreStep by Step Guide to Managing a B2B Sales Pipeline