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Artesian Solutions
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12/5/16
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Why can’t we agree what Social Selling really is? - The IT industry has a reputation for appropriating the latest concepts and buzzwords in order to seem more relevant. A couple of years ago, it was Big Data – everyone and their dog went to great lengths to find tenuous links to the concept. Even Artesian jumped on the bandwagon (see footnote). Social Selling is the latest one. It’s hot, and most companies with an offering somewhere in the Sales Stack say they ‘do’ Social Selling in one way...

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Safety First: How to lower risk and get the deal - Fear is one of the biggest objections a seller has to deal with. If a buyer believes what you’re proposing is too risky, or the probability of failure is too great, then you’ll need to lower the risk for them to have a chance of winning the deal. Those that take the biggest risks can often be the biggest winners, and on the flipside avoiding risk altogether can strangle innovation. But you’ll never win a risk-averse buyer over simply by ask...

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Seven steps to successful customer retention - Holding onto your customers is important. Not only does it help you generate revenue, it helps you trim your bottom line as well. Considering the amount of time, money and effort businesses put into sales and marketing, it only makes sense to try your hardest to hold onto clients. According to Bain and Co., a 5% increase in customer retention can help boost a company’s profitability by as much as 75%. Yet many businesses seem to neglect custome...

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How to spot the silent objection 8 Mile style - In the closing scene of Eminem’s ‘8 Mile’, Eminem (B rabbit) takes part in a rap battle and despite the obvious historical objections of the crowd and his opponent, he goes on to be the victor. How? By anticipating all possible objections, understanding why they are not on his side, and then directly addressing those objections in order to overcome them, ultimately silencing his opponent. Sometimes, the hardest part of handling an objection is...

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Breaking Barriers – How to remove objections - “I don’t have the budget”, “We don’t need it”, “Things are good as they are”, “I am too busy”, “There are other options better suited to our needs”, “I cannot make a decision right now”. All sales people have heard these objections, but in truth an objection is not a rejection; it is simply a request for more information or a barrier to be overcome. In the words of Michael Jordan, “Obstacles don’t have to stop you. If you run into a wall, don’t...

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Six predictions to power your business in 2016 - Last month when we brought together the best and brightest of the sales elite for Connections 15, we set out to discover what they will be prioritising in the coming year. From this we’ve put together our top six predictions to power your business for 2016: Experience – the difference We are living and working in the age of expectation. One inhabited by well-informed buyers, with a long list of demands they apply to each and every transaction...

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Are you really listening to your customers? - If you work in a customer facing role then I can guarantee that part of your remit will be to provide outstanding customer service, whether you realise it or not. The challenge with this comes when the customer isn’t sure what service they need. Have you ever been in that situation where you think you’ve done everything you can and the customer is satisfied, only for them to speak or behave in a way that implies the complete opposite? Frustratin...

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Six apps that will take your B2B sales to the next level - Sales can be a tough job. New sales people are often thrown into the role, with a third of businesses not providing any formal training, according to a survey of 500 HR professionals; the working environment is extremely competitive; and these days there’s almost too much data to sift through. The most important thing for sales teams is your pipeline. You have to find, connect, meet and sell your product or service to keep that pipe...
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