by James Muir | Nov 5, 2018 | Adding Value, Book Reviews, Deal Strategy, Discovery/Questioning, Insight, Insight Selling, Messaging, Planning, Sales Process, Selling Skills, Selling to Executives, Selling With Insight, Value Proposition |
Sales Book Review – Eat Their Lunch by Anthony Iannarino Every now and then there comes a book with such far-reaching implications that literally everyone across the sales industry reads it and then begins fervently implementing the guidance in their personal...
by James Muir | Sep 3, 2018 | Book Reviews, Deal Strategy, Insight, Insight Selling, Marketing, Messaging, Presenting, Questioning, Sales Process, Selling Skills, Selling With Insight, Small Business, Value Proposition |
Book Review of Sales Differentiation by Lee Salz Effective sales messaging is a key focus and a pet topic of mine and a key challenge in all sales and marketing messaging is differentiation. That’s why I was so excited when I discovered that serial author and...
by James Muir | May 28, 2018 | Business Development, Insight, Insight Selling, Lead Generation, Marketing, Messaging, Persuasion, Presenting, Prospecting, Selling Skills, Selling to Executives, Selling With Insight, Targeting, Unexpected Value, Value Proposition |
The Six Elements of High Impact Messaging How do we craft outbound prospecting messaging that gets buyers to engage and act now? That’s the question we have been discussing. This week I’m excited to show you a messaging framework based on brand-new, cutting...
by James Muir | May 7, 2018 | Business Development, Inside Sales, Lead Generation, Marketing, Messaging, Planning, Prospecting, Value Proposition |
Why Your Value-Prop is Critical to Prospecting & How to Create It It doesn’t matter whether we’re in inbound or outbound, the goal of our effort is exactly the same. And that’s to have a conversation with a qualified prospect. The only...
by James Muir | Mar 26, 2018 | Adding Value, Agendas, Deal Strategy, Insight Selling, Interview, Podcast, Presenting, Sales Process, Selling Skills, Selling to Executives, Selling With Insight, Unexpected Value, Value Proposition |
Listen to How to Sell to the C-Suite on the Sales Is King Podcast With Dan Sixsmith I recently caught with sales veteran Dan Sixsmith with the Sales Is King Podcast to discuss how to maximize our meetings with C-level executives. If you enjoy gritty, in-the-trenches...
by James Muir | Feb 19, 2018 | Business Development, Ideal Customer, Lead Generation, Marketing, Targeting, Value Proposition |
What Does an Ideal Prospect Look Like? The highest leverage of your time is to focus on ideal, high-probability prospects to begin with. But that begs the question: What does an ideal prospect look like? Here’s a list of criteria you should be looking at: Using...
