Online demonstrations and presentations are becoming a regular part of the B2B sales process. So what are the Do’s and Don’ts of effective online pitching or teaching? In many cases, it’s the same rules as offline.
Today’s markets are highly competitive, however new business and new customer opportunities exist everywhere. So when sales are dwindling the finger is often pointed at marketing (or sales, depending on where you sit).
We recently issued a White Paper titled ‘A Plan to Reach C-level Decision-Makers’, where we suggested it was better to talk to junior managers before engaging with C-level. Many other sales & marketing executives disagreed.
Marketing has evolved, especially since the arrival of the World Wide Web. But I recently discovered that some of the sales techniques we use today, such as open and closed questions, have been around since the 1920s.
A hundred years ago E.K. Strong coined a workable theory of selling, using features and benefits, closing techniques, objection handling and open/closed questions. The same methods are still used today. Has your selling evolved?