Strategies for success

A blog as a sales tool

Michał Lisiecki   Sell it in English 7/2019 On-line only
Blogs have long been tested as a tool for reaching new customers. If your company doesn’t have a blog yet, it means that you’re either looking to get rid of customers, or that many people who might buy something simply don’t, because you don’t provide them with the right reasons. Running a company blog is a cheap and effective way to acquire new customers.

Effects instead of needs

Rafał Mróz   Sell it in English 7/2019

Asking clients about their needs is pointless. Why? Trying to address needs will take you down a slippery slope. On one hand, they are an important part of the sales process, on the other, clients aren't naïve. They won't let themselves be persuaded that they need something if they don't. And, to make it harder, they really don’t think about their needs. Often, they don’t even know what they need.


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.