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Do you ever get frustrated by how difficult it is to get your voice heard and to achieve your goals in the business world? Well, maybe you need a dose of Corporate Caffeine! Join Dacia Coffey, your personal Chief Marketing Officer, to explore ideas on how to be heard, be seen, and be successful in the business world. Each week, Dacia and her team will chat with people from business-to-business organizations who have broken through plateaus and overcome problems, so you can fire up your own marketing and effectiveness.
Episodes
Monday May 16, 2022
Monday May 16, 2022
Selling in the B2B space means having both unique challenges and opportunities.
There is no such thing as an impulse B2B purchase, but your customer’s purchases are still based on EMOTION. Learning to tap into that emotion as a way to guide your sales process can totally revolutionize your business.
That’s our focus today as Dacia goes through a TON of sales techniques for winning more business in B2B industries. She’ll focus on how to shorten your sales cycle, grow faster, and truly serve your potential customers in a positive way.
She also discusses:
- Dacia’s book has launched!
- Why are sales techniques important to marketing?
- Always focus on why someone is buying (emotion)
- How to do pain mirroring
- Don’t rely on sales superstars, build good systems
- The importance of highlighting the quantifiable value in worksheets
- What you think about your solution doesn’t matter!
- The customer defines your value
- How to sell on social media
- Use transformation stories instead of case studies
- Learn to take the lead on sales processes
- Show, don’t tell
- Don’t underestimate specificity
- Clearly define your marketing qualified lead is and their sales cycle
- How to align your sales and marketing efforts
- How to address client fears
- When to address pricing
Books mentioned:
Lean Selling by Robert J Pryor
https://amzn.to/3KGV3qb
The Lost Art of Closing by Anthony Iannarino
Interested in free marketing tools for your business?
Check out some of our resources below!
https://www.themarketingblender.com/resources/
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