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Artesian Solutions
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12/3/18
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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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