Want to receive more content like this? Subscribe to our monthly B2B marketing blog! Get your copy of our 2014 Sales and Marketing Alignment Report It's hard enough to get a buyer to commit to a sale. Now try to imagine a buyer who doesn't even know what they're buying from you. Do you think you could close that deal? With any deal, including the situation above, your focus should shift away from closing and to opening. If you open a deal correctly, your buyer will know exactly what you're selling them and why they need it.  Closing the READ MORE ›

Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! What makes closing a deal a bit like proposing marriage? Well, neither of them should really come out of the blue. There’s a lot of groundwork to lay down before that final decision. Signing the contract and closing the deal might seem like one huge step for you and the buyer. But it doesn’t always have to be. In this week’s blog, Hugh shares how to break down the process into a set of small, quick tactics that will eventually lead to one READ MORE ›

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Your offer is on the table, but it would be silly to assume the deal is done and dusted. At such a late stage, how can you ensure you aren’t Steven Bradbury’d, and that your offer gets accepted ahead of the competition? By now most of the hard work is done, but this doesn’t mean you can’t stumble and fall at the last hurdle. You haven’t won the race just yet. In this week’s blog, Hugh gives substances to numerous tactics you READ MORE ›

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! If your prospect is looking for anything other than the proposal you put on the table – you have already lost. Stop reading, go home, and promise to never do that again. Your buyers have a certain concept of what they need. Whatever that concept is, is rarely shaken at the proposal stage. If someone other than you shaped that concept, then walk away. Nothing we can share with you will undo the stupidity of failing to invest that time up READ MORE ›

Being the nice guy to customers is always a good idea. But with prospects, we need to really upset them. Seriously! A prospect might engage with you if you’re nice, but that’s not why they’ll buy from you. They will only buy from you (or anyone) if they think they a problem that needs fixing. And they will only buy from you if they think you can solve the problem better than the other guy. In this week’s blog, Hugh shares his ten favourite tactics to get your prospects in a lather.