Social Selling

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08 Aug: 6 Keys to Success with Third-Party Sales

Managing third-party selling is not easy. But in many sectors, it is very important! The intermediaries hold the key to increased income from existing clients and winning new clients.  

Third-party selling can either be the way the company delivers customer intimacy or a barrier to customer intimacy.

In the past companies often took the view that provided the results were good (right volumes, right margins, right compliance) then the activity of distributors did not really matter.  It was almost part of the deal: “as long as you deliver the result we will leave you alone. You get your freedom….

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25 Jul: 15 Quick Tips to Make Your Pitches More Effective

Are you or your team members struggling to put together more effective pitches? Never fear. Check out this list of winning tips from the sales performance experts at SalesLevers.  

1. Only present your offer after summarising the client’s total situation and their requirements—and gaining their acceptance of your summary.

2. Don’t present ideas in the offer for which the client can see no requirement.

3. Know the offer inside out. Sound and detailed product/service knowledge will give you the confidence to make a good presentation. Skimpy knowledge makes for presentations which will reflect a lack of confidence. Such presentations will…

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04 Jul: Selling Into Vertical Industry Sectors

Are you considering selling into vertical industry sectors? Not sure it’s a good fit for your organization? Read on for my take on why organizations should adopt a vertical “go to market” strategy, and how to get started.

1. Customers like it

Every industry thinks they are unique! Buying behaviours throughout the value chain make vertical markets more important. Clients expect their suppliers to work in vertical markets because they have to work in vertical markets themselves.

2. Build on your strengths

You will probably be focusing on vertical markets where you already have a success story. Focus should allow…

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20 Jun: The 10 Cs of Sales Training

Sales training strategy is a vital component of managing a sales team. Here are 10 things to think about as you look at the way your salespeople learn and develop.

Sales Training Strategy Cs: 10 Focus Areas

Challenge: What’s the goal? Be clear about the objective. “Increase market share by 10 percent in a flat market”, “Generate 50 percent of revenue from our top 10 percent of accounts”. “Failure only comes when we forget our ideals, objectives and principles”. Agree what success looks like before going ahead with training.

Clarify: It is essential to have a clear and accurate picture of the…

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11 Jun: What’s your digital age competitive advantage?

My answer to that question is that it still lies in the human element, away from algorithms, code, dashboards and data.

Technology has come a long way in the last decade. Its exponential progression has made leaps and bounds in solving business problems across the globe. It’s made businesses leaner, more efficient and armed them with more data than ever before.

Still, every company has access to the same technology, talent, algorithms, media outlets, marketing platforms and prospect lists. So, how do you differentiate? And where can you gain a competitive advantage?

The fact is, people still…

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10 Jun: Introhive, Purus Consultants Partner to Deliver Salesforce Success Strategies

Relationship intelligence leader, Salesforce experts team up to help business get more value from CRM

London, 10 June, 2019 — Introhive, the leader in relationship intelligence and sales automation technology, recently partnered with Purus Consultants, a boutique Salesforce consultancy in the United Kingdom, to help organizations get more value from their customer relationship management (CRM) investments.

While Introhive lends its best-in-class CRM automation and artificial intelligence platform to the partnership, Purus adds Salesforce development, integration, implementation, training and ongoing support expertise.

Introhive’s Partner Director for Europe, Middle East and Asia, Alison Hodivala, describes Introhive’s platform as a business-automation…

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06 Jun: Five Keys to Cross-Selling Success

Cross-selling success can be one of the keys to organic growth. It can generate sustainable, recurring income, strengthen customer relationships and add value to stakeholders.

But cross-selling can also do immeasurable damage to a business, its relationships and reputation. In my recent post, “Cross-Selling at Cross Purposes,” I looked at how and why cross-selling can go wrong. Here I examine five aspects of cross-selling that I have seen help make it work.

Five focus areas for cross-selling success:

1.    Customer Centricity – It needs to be right for the customer.

2.    Trust – Colleagues need to trust each other to do the…

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30 May: Introhive, SalesLevers Partner to Deliver Data-Powered Sales Performance Strategies

Relationship intelligence leader, sales performance experts team to transform sales organizations

London, 30 May, 2019 — Introhive, the market leader in relationship intelligence and sales automation technology, announced a partnership with U.K.-based sales performance experts, SalesLevers, to bring their combined expertise to customers across a variety of fields.

Introhive lends their industry-leading business-automation and artificial relationship intelligence platform to the partnership. The SalesLevers’ team brings their integrated, consultative methodology to navigating challenges and meeting goals, backed by a combined fifteen decades of experience transforming sales organizations.

Introhive’s Partner Director for Europe, Middle East and Asia, Alison Hodivala, describes Introhive’s…

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23 Apr: Beyond Physicians: Growing Pharma Sales Using Relationship Maps

Times are changing for the U.S. pharmaceutical sales market. Companies and sales teams are challenged with the controversy of the opioid epidemic and the advancement of marijuana legalization. And while a big chunk (42 percent) of sales continue to go through doctors’ offices, the on-the-rise areas of focus are government agencies, managed-care organizations and the patients themselves.

This change in prospect focus is top of mind for executives, with one survey even rating their concern with the shift ahead of new product development.

Branching out into new sales areas means seeking out and building new connections with an…

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24 Apr: 6 Social Selling Tools to Power Up Your Sales Pipeline

In today’s digital economy, many progressive sales and marketing leaders know that social selling provides a serious advantage to those who use it. Without it, your business development team will generate fewer leads, close fewer deals, and struggle to make new contacts.

Why is that? Social media is what your clients are using for research when making purchasing decisions.

According to a study of B2B buyers by Harvard Business Review, 53% of buyers turn to social media for assessing tools and technologies and when making a final selection. If that’s not enough data, consider that B2B buyers often have already…