sales conversations

How to Sell More by “Selling” Less

How to Sell More by “Selling” Less

Perhaps Jeffrey Gitomer – author and expert on selling and customer loyalty – said it best: “People don’t like to be sold, but they love to buy.” Today, sales prospects want solutions for their needs, cures for their “pain.” And when they perceive that’s what they are getting, they “love to buy.” To achieve those [...]

How to Sell More by “Selling” LessCatherine Caughey2022-06-23T18:21:34+00:00

How to Precisely Define Your Target Client

How to Precisely Define Your Target Client

I’ve noticed something interesting about small-to-medium businesses across industries: Many are not very specific when describing their target client. This is a major sales roadblock, especially for B2B companies. You have to precisely define who your ideal client is and what they care about before you can engage them in a sales conversation. Who [...]

How to Precisely Define Your Target ClientSalesGrowthAdvisiors2020-03-05T14:43:34+00:00