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Category: Business to Business

Smart Selling with SDI

April 7, 2020
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| Categories: Business to Business, Business to Consumer

The SDI or Strength Deployment Inventory is a brilliant tool to help salespeople recognise the motivations and drivers of customers as they get to know them. It’s quick to understand, relatively accurate, and something that can be used throughout the sales process. In essence, within a couple of minutes, you can gauge how the customer “ticks”. Very useful. Blue people are motivated by people Red is driven by performance Green is motivated by the process Hubs love a bit of flexibly since they do all three equally Here are lots…

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Livestreaming for Salespeople

March 16, 2020
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| Categories: Business to Business

You’re probably familiar with webinars. Drony, PowerPoint laden, one-sided affairs which most people actually end up watching the recording. Just the mention of the word "webinar" is enough to cause a groan. I kid you not. Livestream is different. They are live presentations from you to a camera which is connected to a platform such as YouTube, LinkedIn or your own website. It's you speaking to the audience, live, with whiteboard or slides behind you possibly. You’re presenting live, you have energy, your audience can watch on LinkedIn live, you…

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The Needle in a Haystack and Closing

October 15, 2019
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| Categories: Business to Business, Business to Consumer

It's an age-old conundrum – how can you search for a needle buried in a haystack? Virtually impossible, I’d say. That’s the problem with selling and especially closing for the business. Indeed closing has a bad rap – visions of Alec Baldwin from the 1990’s – always be closing – don’t do it justice. The hurdle is finding the right customer for you, who has the money to spend, has needs that totally match your product or service and want to go ahead with you right now. They are out…

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