alenmajer

Name
Alen Mayer, CSP
Location
Toronto, Ontario, Canada
Website
http://www.alenmayer.com/
Bio
Canadian Sales Expert and Trainer; Author of Trigger Events; Creator of Topsy-Turvy Sales Approach and Get More Appointments (TM).

Insights by alenmajer

How can I speed up the process of selling to enterprise clients?

Answered by April Dunford – Product Marketing Expert. Posted in Sales

I would make a lot of money if I had the answer to that! You need to look at what is happening at each step and figure out how to clear those hurdles faster. Can you crea... (more)

Find out about the Trigger Events - event that will trigger the sale to happen. Once you learn about the trigger events, you will have a compelling reason to contact your potential clients and you will be able to have an intelligent conversation with them. This will speed up your selling process for sure!

Other Responses
What's your advice for becoming a better sales person?

Answered by Dan Martell – Founder & Investor. Posted in Sales

Everyday for a week, anytime you buy something ask for a discount. No matter what .. Starbucks, mechanic, utility bills, go for the ask. You'll get over your fear of reje... (more)

Educate yourself - start following sales bloggers, buy few ebooks about sales in 21st century, learn about cold calling in 21st century, learn about trigger events....I hope this helps!

Other Responses
As a small business owner selling to other small business owners: how do you balance the price of the product and the value offered? Many of my potential clients want dirt ...

Answered by Andrew Patricio – Founder, BizLaunch Posted in Sales

Selling to small business is very challenging. Don't reduce your prices just focus on those small business owners that value your service and are prepared to pay for it (more)

Recently I published an article about it (title: If you live by price, you will die by price). If you give your pricing prematurely, you will not build the value in the eyes of your customers. Avoid talking about the price - try to understand customer's situation, their needs and wants, and then you will be able to create the value by providing the right solution.

Other Responses
Once a company has identified the key differentiators of their brand/services, what's the best way to development/nurture business development? Being innovative and differe...

Answered by Jen Evans – Founder, Sequentia Environics

What a fantastic question. I personally relate very directly to your observation that "being innovative and different can be both a blessing and a curse when it comes to sa... (more)

Think WIIFM - if you don't understand your clients situation (Trigger Events, anyone?) how will you be able to help? You can be different and innovative as much as you want, however if you don't fulfill your clients needs, wants and/or desires - you will no develop the relationship and you will not sell.

Other Responses
Shall I make my prices public? Or send them when I offer a service/product to a potential costumer, even before they have shown interest in my products?

Answered by April Dunford – Product Marketing Expert. Posted in Sales

It really depends on what you are selling and the sales motion for that product. If it is a longer sales cycle, it generally doesn't make sense to start out by talking abo... (more)

It would be easier to answer to your question if you gave us more information about your industry at least. If you want to sell your products and services as commodity, leave your prices public. You will never create the interest in your product by your price alone. If you live by price, you will die by price.

Other Responses
how do i make my website

Answered by Dan Martell – Founder & Investor. Posted in Resources

Use www.squarespace.com (more)

Use Wordpress or Joomla.

Other Responses
Do you think purchasing leads is worthwhile for a new startup looking for new business?

Answered by April Dunford – Product Marketing Expert. Posted in Sales

Sure, if you can demonstrate ROI on purchasing them. My experience with buying leads has been mixed. Sometimes I got great business from them, others not. It pays to run s... (more)

Sure, if you have a profile of your target market and if your supplier can provide you with the qualified leads based on your criteria (not theirs). Spend a lot of time on creating the profile of your ideal customer (market, demographic, size of the company, industry, vertical market, etc.) so you will know where to focus your activities and what kind of leads you want to buy.

Other Responses
It seems like everyone and their uncle is writing a book. Do you think it's a good idea to get more WOM for my business?

Answered by C.C. Chapman – Founder, Digital Dads Posted in Marketing

I think what you are really asking is, "Will writing a book raise the profile of my business?" You know that I believe that content is key to helping raise awareness for a... (more)

It can help to get more WOM, that is for sure, however you need to be careful not to write the book that will promote your business or yourself, but to give the value to readers. See the book as a new business card, not as a money making machine.

Other Responses
I want to learn how to sell. I'm creative and motivated, and I want to learn how to develop leads and turn them into money. What skill set should I be developing?

Answered by Charlie O'Donnell – EIR, First Round Capital Posted in Sales

Reach out to the sales leaders of the coolest, most successful startup companies you know and ask them. Ask them for recs on books, too. (more)

Learn how to cold call professionally.

Other Responses

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