by Tim Hughes | @Timothy_Hughes | LinkedIn What is a cold call? It is a way of using the telephone to interrupt somebody. Email marketing is similar, you send emails to a stranger to interrupt them to try and sell them something. This works up to a point. But the problem is that today people...
Why I Love Cold Calling
2017-09-17 12:09
by Tim Hughes | @Timothy_Hughes | LinkedIn I was cold called today, the conversation went something like this. “Hi is that Timothy?” “Yes, who’s that?” They tell me their name: “I’ve been on your website and see you don’t use video, would you be interested in using video?” “I would but don’t have any money”....
Why Sales Hacking is Dead
2017-10-07 13:10
by Tim Hughes | @Timothy_Hughes | LinkedIn I was at a conference the other week, where there was a presentation about how sales people can use manipulative techniques to get people to open emails. Let’s think about that for a second. You are going to spend time and effort thinking about how you can manipulate...
Your Lack of Social is Losing You Deals to the Competition
2017-10-09 7:10
by Tim Hughes | @Timothy_Hughes | LinkedIn One area of the modern buying process that often isn’t discussed is the last “33%” of the buying process. What do I mean by that? We often hear the CEB research that buyers are 57% of the way through the buying process and at 57% they contact a...
By Richard Doyle | @Deverons1 I was recently engaged by a client to develop their customer base. They manufactured a product that needed to be sold through non-traditional channels of business. Although it has been years since I have actually had to develop a virgin customer base, I thought no problem, I will use the...
by Tim Hughes | @Timothy_Hughes | LinkedIn A friend of mine recently had a conversation that went something like this: “Friend: Hi, I want to talk about how we can run some campaigns in your accounts Supplier: That’s all very interesting but it’s Q4 and we are closing Friend: In-between closing do you have time...
How to Sell at C-Level with Social Selling
2017-11-13 7:11
by Tim Hughes | @Timothy_Hughes | LinkedIn Selling at C-Level has always been the “holy grail” of selling. Many people say they do it, but few achieve it. I recall sitting in a meeting, in a previous company, where a senior manager said that we would run a telesales campaign, to launch a new SaaS...
Banging Your Head Against a Wall? It’s Lovely When You Stop
2017-11-18 17:11
by Adam Gray | @AGSocialMedia | LinkedIn I have written about human nature before. But I keep seeing the repeating patterns of people espousing the virtues of “the old ways”. Not because they think the old ways are good, but because they so desperately hope that if they keep saying how effective those ways still...
by Tim Hughes | @Timothy_Hughes | LinkedIn On LinkedIn in the US and Australia we (in Europe) have watched an ongoing battle between cold callers and social sellers. Strange. Because from where we sit in Europe the argument was settled a couple of years ago. We don’t cold call anymore. So, I’ve written this for...
Top ten tips for a successful cold call!
2017-11-27 8:11
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...
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