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The Great B2B Sales Debate: $38,000 Down the Drain
Let's talk about the $38,000 lost in first-time corporate buyer meetings that go nowhere. One of the biggest myths other sales and marketing coaches teach is that a "capability presentation" should focus on you and your company. Dead wrong! The capability...
Why You Can’t Close the Sale
As a former buyer of corporate services for decades, I've seen countless sales conversations fail for the same reasons. The biggest mistake? Being too focused on yourself and your offerings instead of your prospect's needs. When you're fixated on pushing your...
B2B Sales Meeting Fumbles: What Not to Do
I've witnessed countless sales meeting failures in my 18 years of corporate buying with large corporates. With 70% of B2B sales reps missing their quotas last year, these mistakes are becoming increasingly costly. The biggest fumble? Generic pitches that lack...
Adapting To the New Reality in B2B Sales Today
After diving into the most-asked question on Perplexity for B2B businesses - "How can we adapt strategies to address buyer hesitation, longer sales cycles, and budget constraints due to economic uncertainty?" - I've got some practical solutions. Having marketed for...
Too Scared to Spend on Marketing During Economic Uncertainty? Big Mistake!
Nearly half of small business owners are expecting sales declines according to a recent CNBC survey. This fear naturally leads many to slash marketing budgets—exactly when they should be doing the opposite. After spending 20 years marketing for giants like Pepsi...
The Resurrection of B2B Telemarketing: Yes, It Still Works!
Sitting here with the late spring sunshine streaming through my windows (while ironically packing winter boots for my trip to Ottawa!), I've been diving into research about telemarketing. Is this 150-year-old method dead in our digital age? The stats might surprise...
When Buyers Say No and Why It’s Your Fault
As a buyer of services for giant corporations for 18 years, I saw that B2B Buyers say "no" way more times than they say "yes" to a vendor trying to sell to them. Here are statistically the top 5 reasons why they do that and how to realize where it's your fault and...
Subscription Models: A Hidden Gold Mine for B2B Services
Fresh from attending the Scale It Live conference with other 7 and 8-figure Founders and CEOs in Pasadena (where I witnessed some wild weather, but that's another story!), I've got to share something game-changing about revenue streams. The subscription model...
Wake Up Your Audience: Presentations That Bore Buyers
After years of speaking at major venues like Nasdaq and the Harvard Club of Boston, here's a shocking news bomb: buyers tune out just 10 minutes into your PowerPoint presentation. Forbes quoted molecular biologist John Medina on this, and it's painfully true. Even...
Trade Show Success: Stop Throwing Money Down the Drain!
After lugging a man-sized banner across North America in a ski bag (true story!), I've learned a thing or two about trade shows. Let's get real - 80% of exhibitors use less than 5% of their budget on pre-marketing, and having tchotchkes on your table isn't a...
Active vs Passive Marketing: Stop Hiding Behind Your Social Media!
As a former corporate buyer for giants like Pepsi and BIC, I need to have a straight talk with you about passive marketing. I see you hiding behind those social media posts and AI-generated blogs! While passive marketing (advertising, content marketing, SEO, social...
Should You Hire a Professional Door Opener?
I want you to close your eyes and imagine sitting back in your office, just waiting for the calls to pour in from qualified corporate executive prospects who are actually willing to schedule meetings with you. Isn't that heaven? Well, that's the job of a...
About Chala
Chala Dincoy is a Marketing Strategist who helps B2B service providers reposition their marketing message to successfully sell to corporate clients
