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Marketing and sales is all about teamwork...and for this issue, we team up
with our old friend Steve Lentini. In addition to his involvement in Sandler
Sales training for the past five years, Steve has an extensive background in
selling and sales management.
Easy Selling
When we ask marketing and sales executives what's important to them, time
and time again, we get the responses "Help us sell better", "Find us the
prospects that want to buy today" and "Help our customers understand
the value of our products or services."
To get the benefit of his sales expertise, we kicked these questions
around with Steve.
Steve pointed out that the traditional selling techniques of the "hard
close" and the "features and benefits pitch" simply don't work any more.
Most successful sales organizations focus on uncovering the needs (the pain)
of the prospect.
Steve reiterated six tips for us that we've seen work quite well. Our
favorite is "Ask questions" and our favorite question is "What are
the biggest problems you face now?" Posed properly, this question will help
you explore your prospect's pain...and be on your way to solving that pain
(and closing that prospect!)!
Six tips for easy selling...
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Networking Alert! |
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Maybe it's just us, but we're seeing more energy around networking these
days...and more opportunities to network! Here are a few of the best
upcoming networking opportunities:
- Boston Entrepreneurs' Network (ENET): Sales and Marketing
Strategies for the Entrepreneur. Tuesday, November 5th. Join ENET
and the panel moderator, Dick Shock, Vice President, Shock PR, for
some great networking and the opportunity to discuss sales and
marketing issues with some great panelists and your peers.
- JTBN Authors Panel. Tuesday, November 12th. Join Scott
Kirsner, moderator, and a panel of well-known authors including Cliff
Conneighton, Christopher Meyer, Larry Weber, and David Weinberger to
explore important issues around building a business in these difficult
times.
- NETSEA - Behind the Scenes with the Board. Wednesday,
November 13th. Join moderator Bill Schnoor, a partner with the firm
Testa Hurwitz & Thibeault, and another strong panel to learn how you
can maximize the value of your board of directors.
Which events should you go to? » |
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Upcoming topics |
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Next issue we'll explore the question:
How can sales and
marketing organizations work together more effectively?
And to help us with future topics...what are the key marketing and
sales issues facing your organization?
Talk with us about your key issues... » |
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About the Acelera Group |
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The Acelera Group plans and manages the marketing initiatives to fill
your sales pipeline with high quality prospects, leading to repeatable
business and higher profitability. We help you to maximize market,
revenue and profit opportunities.
If you're interested in growing your business more quickly and
profitably, please contact us at 617.737.7100 to schedule an initial
discussion. We look forward to talking with you!
To contact us... » |
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