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Top B2B Sales Worries
Selling to corporations is hard. That's why less people do it. It's a tough competitive market, with less engaged buyers who are harder than ever to reach. Given all that, what are the top worries for these folks selling to the giants? The Long Sales Cycle Saga...
Call Reluctance in B2B Sales
As a sales strategist with extensive experience in B2B environments, I've seen how sales reluctance can significantly impact even the most promising companies. Here's my 5-point advice for owner-operators of $1 million+ revenue B2B service companies to overcome...
Competing Against Machines That Never Sleep
Today, I'm tackling a hot topic: AI in B2B sales and what to do if you're not using it to sell yet. AI is transforming B2B sales faster than you can say "algorithm" Here are the key areas of impact: 1. Personalization on steroids 2. 24/7 chatbots and virtual...
B2B Sales Myths
There are so many myths in the world of sales that it stops a lot of small businesses from hitting their goals. And yet having worked as a corporate buyer who bought from companies for 18 years, I can tell you with certainty what these myths are, so that you can...
Ignored B2B Seller Habits That Win
What do top B2B sales reps do differently than others? LinkedIn and Ipsos Research analyzed over 2000 sales reps and found out. They termed something called "deep sales" habits vs. "shallow sales" habits, referring to the extent of the effort that sales reps go to...
Grew Their LinkedIn Presence by 84% in 6 Months
If a prospect sees your content on LinkedIn, research says that they are 6 times more likely to buy from you. Given its importance, my eyebrows raised to see that content creation digital marketing powerhouse Hubspot was in the news with their success in this...
6 Reasons An Executive Will Take Your Call
1. They Recognize The Name You Dropped Sales emails with subject lines that included the name of a family member, a friend or a colleague close almost 10x more than cold emails. Warming up a lead with a name drop is a huge reason why busy execs who are flooded with...
Can’t Land Sales Meetings? Your Positioning Is Not Working
Getting new leads is the number one business challenge of all small business owners. They are pretty good at closing the deal once they can get in front of decision makers but they are stumped about how to get more meetings. After trying LinkedIn bots, sales...
97% Buyers Buy On Testimonials
Asking a friend has a whole new meaning when it comes to buying. In fact, Nielsen research says that 92% of consumers say that they look for peer recommendations. It's no different in B2B buying. In this world, testimonials and reviews are the second most important...
Is Cold Calling Dead?
Less than a fifth of marketers think that cold calls still get leads (Hubspot research). Why is this happening and what should small businesses be doing instead? Generational Preference By 2025, three quarters of the work force are going to be Millennials. Yes,...
6 Ways To Start a Presentation To Wow
Recently I did a post on the fact that buyers bounce from your presentation in 15 seconds. How do you stop them in their tracks and make them pay attention from the start? Say Something Controversial As the hallmark of best-in-class speeches, TED talks provide a...
15s For Buyers To Ignore A Presentation
Having written a book called "How to Make Anyone Like You in 7s or Less", I find it easy to believe that it takes 15 seconds for buyers to look at your presentation deck and decide to 'bounce', ie. ignore it. Here are some other eye-popping stats from a recent...
About Chala
Chala Dincoy is a Marketing Strategist who helps B2B service providers reposition their marketing message to successfully sell to corporate clients
