In this five-part series, we explore the necessary elements of selling into large organizations. In Part 4, we look at the importance of aligning your sales process with the prospect’s buying process. Missed Parts 1, 2 or 3? Go back and check them out! It’s time to examine the importance … Read More
This article is aimed at entrepreneurs looking to hire freelance talent or an agency to help execute a range of creative initiatives. Startups can struggle when it comes to selecting the right talent to address a range of creative challenges. Being able to determine whether or not an agency or … Read More
When talking to investors, the best thing you can do for your brand is have a very tight business pitch. For advice on this, we spoke to a seasoned entrepreneur who owns a successful startup in the beer business. His name is Bob Russell and he is a partner in … Read More
Melissa Madian, Founder, TMM Enablement Services, on how innovation companies can drive business through your frontline sales team. My name is Melissa Madian, and I am the founder of TMM Enablement Services, which is a consultancy that provides organisations revenue-generating functions with the process, tools, and training that their sellers … Read More
There are three questions you have to answer to be a good brander. Who are we? What do we do? And, why does it matter? So if you can answer those three in a compelling, clear way, you’re well on the way to having a brand. How can a brand … Read More
You are brilliant at what you do. You and your team have come up with an innovative product—one that makes so much sense, it practically sells itself. Except it doesn’t. That’s because it can only do what you designed it to do. It might even do what it was designed … Read More
One of the key things about growing companies at a fast rate is you have to have the talent to do this. But talent comes in all forms, and when you’re looking at your leadership team, it is absolutely essential that you have a really strong process for recruiting. How … Read More
This article discusses incorporating narrative with your brand and gives tips for storytelling. It is aimed at entrepreneurs and marketing team members looking to craft a more persuasive, engaging and exciting brand story to help them humanize their offering, build brand affinity and drive sales. Crafting a clear, concise and … Read More
In this five-part series, we explore the necessary elements of selling into large organizations. In Part 3, we explore the strategic importance of procurement in the sales process. Missed Parts 1 and 2? Go back and check them out! The role of procurement in the sales process The role of … Read More
In this five-part series, we explore the necessary elements of selling into large organizations. In Part 1, we outlined the importance of making heroes as a mechanism to optimize sales success. Part 2 looks at entering the sales relationship. Entering the sales relationship The relationship contains two critical components: The … Read More
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