As this month’s topic is how marketing can help Sales to deliver more deals, I thought I would use a video I’ve seen recently. It looks at negotiating and some key rules around negotiating when dealing with a prospect.
Alan McCarthy’s 10 Rules of Negotiation look at what you should and shouldn’t do.
You want more leads from your marketing so that you can generate more sales.
I know it’s an obvious statement, but let me challenge it for a moment.
What if you could close more of the leads you get? Would that be just as good?
Your marketing is planned and implemented with the sole aim of generating more leads for your business. Now some will say that it is also there to develop and maintain brand awareness (usually those focused on social media), but brand awareness is there to ensure that people know who you are and what you do – so they can buy from you when the right time arises.
The question is: when is the right time?
Answer: when the data tells you it is the right time.
Let me explain.
Marketing has two roles:
Let’s talk about the latter.
