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Strategies for success


10 ideas on how to leave the competition behind

Elżbieta Sawczuk   Sell it in English 6/2019 On-line only Open access

You aren’t always selling products and services that you have influence over. The competition has lower prices, more choice, and you can’t entice the customer with discounts, promotions or freebies, because your company’s policy doesn’t allow it. In such cases, I often hear from salespeople that it's not their fault that the customers don’t buy. What if you find an idea for differentiating yourself from the competition...?


Value Proposition, Elevator pitch and USP – what is the difference?

Nicola Lutz   Sell it in English 6/2019

In sales and marketing, it’s important to know your carrots. We seem to focus on the easiest - the USPs, Unique Selling Propositions, and it is indeed important to know how to differentiate yourself from your competitors. However, don’t forget to check up on your elevator pitch. And if you want to grow, you are going to need to define your value proposition too. So, what is the difference?


Post-meeting critique

Nicola Lutz   Sell it in English 6/2019

In sales we are usually an optimistic, positive bunch. We like to look on the bright side, and if we didn’t then we probably wouldn’t follow up any “cool” leads, make as many calls or try and break new markets. However, we also bounce back well from a “no” and a meeting that didn’t go so well.


The CSA Summit: “Email Just For You”

Sell it in English 6/2019 On-line only Open access

The CSA Summit will be held for the sixth time in 2019. Here, international experts will support marketers and technical experts through a wide range of inputs on the topic of email. Some topics will be discussed in greater depth in workshops on the following day.

Skills academy

Psychology of sales


Will they buy, or won't they?

When arriving at a sales meeting, every salesperson has the same question in their head. Armed with appropriate knowledge and experience, they’ll quickly find out the answer during the presentation. Using several factors as an example, we’ll show how to interpret and respond to customer behavior in order to finalize sales.


Dream team. How to foster teamwork in the workplace

Imagine your team works like a world-class orchestra. Every note is perfectly timed in a synchronized harmony and the audience hear the music soar. Everyone knows their part, and everyone knows how essential their contribution is to the overall effect. The orchestra trusts the conductor, because he is the only person to see the whole picture and to help them combine separate pieces into one. Yes, this is the team at its best.

Customer relationships


B2B customer journey

Until recently, the sales process gave direction to the salesperson’s actions and determined their effectiveness. Today, clients are taking control of the sales process, and at which stage the salesperson makes their appearance determines how great their influence will be. Understanding the client’s purchase path and matching the sales process to it provides a distinct competitive advantage and allows you to manage the sales funnel more efficiently.



Social selling and how to do it well

Paige Tyrrell   Sell it in English 6/2019

Social selling is a trend sweeping the world - this strategy focuses on building relationships, which then turn into sales. It’s incredibly successful but can be hard to start. This article breaks down the points to focus on best practices and how to measure your success to make sure you’re getting the most out of your social selling strategy.


Market analysis - step by step

Reliable market analysis is often the foundation of shrewd managerial decisions. It offers a long list of benefits - it helps to define directions for development, select, strategies, and plan better, and it helps improve the efficiency of current operations. The ability to conduct market analysis is also useful when working on the sales front line. So how do you conduct professional market analysis?