by Alex Low | @Alexander_Low | LinkedIn “When does your quarter end?”. That was the first question that was asked by a prospect of a sales person I was talking to last night. Why did the client ask that? Because they knew that if it wasn’t, he would wait until it was as he would...
by Alex Low | @Alexander_Low | LinkedIn I am fortunate enough to sit on the board of the Army & Navy Club, known as The Rag. Recently I was at our annual club dinner. I don’t think the Chairman will mind me saying this; I am usually the youngest at these social gatherings by 20-30...
by Alex Low | @Alexander_Low | LinkedIn Cold-calling still works in 2017. But only if you’ve done the digital groundwork in the first place. Here are 10 straightforward steps you can take, from LinkedIn to working with your marketing team, to line up the first of many meetings. 1. Build your personal brand on LinkedIn...
by Alex Low | @Alexander_Low | LinkedIn I was fortunate enough to listen to Brian Solis speak last month. He was sharing his views on the role of influencer marketing and how “pay to play” as he put it – think Kim Kardashian – is losing its worth in the business. We are becoming far...
by Alex Low | @Alexander_Low | LinkedIn If you live in London like I do, or have been fortunate enough to visit, you will no doubt have used the world famous “Underground” or “Tube”. The map of all the stations is like a work of art, famously designed by Harry Beck. It’s a great visual...
by Alex Low | @Alexander_Low | LinkedIn Based on recent conversations with Microsoft and LinkedIn it would seem so. Microsoft now market Dynamics 365 and Sales Navigator as a relationship sales tool. LinkedIn are focussing more on Sales Navigator for account management rather than out-and-out new business. I also see it supporting Account Based Intelligence...
by Alex Low | @Alexander_Low | LinkedIn I read this paper by Microsoft, and it was this piece by Carol Dweck which stood out for me: I like the way it is simple and to the point. Are you a fixed mindset person or do you have a growth mindset. Having spent the last 15...
by Alex Low | @Alexander_Low | LinkedIn I was reminded recently about an old sales adage that still rings true – Does Black & Decker sell drills or holes? You start with the problem. You need to make a hole in the wall to hang a picture, so now you need to find a solution....
by Alex Low | @Alexander_Low | LinkedIn This post by Chris Orlob got me thinking. He cites a business called Zuora which says the way people are consuming/buying products and services is changing. They start their sales pitches with this: “People aren’t buying products anymore. They’re subscribing to them.” When you think about this further, they are on to...
by Alex Low | @Alexander_Low | LinkedIn It’s interesting to see that the debate on cold calling is starting up again. Maybe people are running out of things to talk about. In my opinion, if you are still debating this, it just shows how far behind the curve you are in terms of understanding where...
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