Why the Difference Between Sales and Marketing Matters

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

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Why Non “Salesy” Sales Training for Consultants Works

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 Make the Perfect Sales Prospect Profile

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

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8 Steps to Prove Your Value Proposition Canvas

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

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

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How to Create a Unique Value Proposition with Examples

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

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How to Sell Value not Price

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

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Step by Step Guide to Managing a B2B Sales Pipeline

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