http://agocluytens.com Wed, 15 May 2013 07:32:39 +0000 en-US hourly 1 http://wordpress.org/?v=3.5.1 no http://agocluytens.com/wp-content/plugins/powerpress/rss_default.jpg http://agocluytens.com http://agocluytens.com/success-with-social-selling/ http://agocluytens.com/success-with-social-selling/#comments Wed, 15 May 2013 07:31:20 +0000 Ago Cluytens http://agocluytens.com/?p=4993 http://agocluytens.com/success-with-social-selling/feed/ 0 http://agocluytens.com/how-to-get-more-referrals/ http://agocluytens.com/how-to-get-more-referrals/#comments Fri, 10 May 2013 07:06:04 +0000 Ago Cluytens http://agocluytens.com/?p=4989 http://agocluytens.com/how-to-get-more-referrals/feed/ 0 Coaching Masters Series,featured,John Doerr,Video How does winning the first sale impact your chances of winning another (and another) ? Most of us don’t spend enough time thinking about things like a client’s Life Time Value (LTV) - meaning we completely ignore just how important winning a single sal... How does winning the first sale impact your chances of winning another (and another) ? Most of us don’t spend enough time thinking about things like a client’s Life Time Value (LTV) - meaning we completely ignore just how important winning a single sale can be. In this fourth and final part of the interview with John Doerr, co-founder at RAIN Group, we talk about the implications of their latest research on “What Sales Winners Do (Differently)” and: How closing one sale automatically sets you up to win future sales How to get more referrals and repeat business from existing clients Avoid the trap of “sowing the seed for your future failure” John’s Top–3 takeaways from “What Sales Winners Do (Differently)”   NO AUTHOR no 38:52 http://agocluytens.com/two-steps-to-winning-the-complex-sale/ http://agocluytens.com/two-steps-to-winning-the-complex-sale/#comments Tue, 07 May 2013 10:10:12 +0000 Ago Cluytens http://agocluytens.com/?p=4978 http://agocluytens.com/two-steps-to-winning-the-complex-sale/feed/ 0 Coaching Masters Series,featured,John Doerr,Video A large part of what separates winners from the runners-up when it comes to winning (more) deals is their ability to collaborate with buyers and help them see something truly new - and experience an "a-ha moment". A large part of what separates winners from the runners-up when it comes to winning (more) deals is their ability to collaborate with buyers and help them see something truly new - and experience an "a-ha moment". Watch RAIN Group co-founder John Doerr discuss two steps to winning the complex sale: How winners collaborate and educate to get the deal Why what matters is your buyers perception (not yours) Why you need to “be on the same plane” as your buyer before you can educate What “new” really means (and what it doesn't)   NO AUTHOR no 38:52 http://agocluytens.com/overcoming-the-status-quo/ http://agocluytens.com/overcoming-the-status-quo/#comments Fri, 03 May 2013 10:15:43 +0000 Ago Cluytens http://agocluytens.com/?p=4973 http://agocluytens.com/overcoming-the-status-quo/feed/ 0 http://agocluytens.com/3-levels-of-sales-success/ http://agocluytens.com/3-levels-of-sales-success/#comments Thu, 02 May 2013 07:30:00 +0000 Ago Cluytens http://agocluytens.com/?p=4971 http://agocluytens.com/3-levels-of-sales-success/feed/ 0 Coaching Masters Series,featured,John Doerr,Video Which 3 levels of sales success do you need to cover to win the complex sale today ? In Part 2 of this Coaching Masters Series interview with John Doerr, we sit down and discuss RAIN Group's latest research on "What Sales Winners Do Differently". - Which 3 levels of sales success do you need to cover to win the complex sale today ? In Part 2 of this Coaching Masters Series interview with John Doerr, we sit down and discuss RAIN Group's latest research on "What Sales Winners Do Differently". We talked about: - The 3 levels of sales success - Why (and how) you need to stand out to connect with buyers - Why you need to connect with people, AND "the dots" - How to convince buyers to move to the next level and create urgency - How to overcome the "risk factor" in buying - Why (like beauty) value is in the eye of the beholder   NO AUTHOR no 38:52 http://agocluytens.com/what-sales-winners-do-differently/ http://agocluytens.com/what-sales-winners-do-differently/#comments Tue, 30 Apr 2013 09:19:55 +0000 Ago Cluytens http://agocluytens.com/?p=4967 http://agocluytens.com/what-sales-winners-do-differently/feed/ 0 Coaching Masters Series,featured,Shift Selling,Tibor Shanto,Video What is the difference between those who win the sale, and those who come in second place ? In this Coaching Masters Series interview with John Doerr, we sit down and discuss RAIN Group's latest research on "What Sales Winners Do Differently". What is the difference between those who win the sale, and those who come in second place ? In this Coaching Masters Series interview with John Doerr, we sit down and discuss RAIN Group's latest research on "What Sales Winners Do Differently". We talked about: - What those who "win the deal" do differently from the runners-up - Why solution sales is far from dead (but got a fresh coat of paint) - The 3 levels of (RAIN) Selling (Connect - Convince - Collaborate) - The crucial importance of minising risk to win the deal - The #1 thing that sets winners apart from #2's (hint: it's not "closing")   NO AUTHOR no 38:52 http://agocluytens.com/defeat-the-status-quo/ http://agocluytens.com/defeat-the-status-quo/#comments Thu, 18 Apr 2013 14:41:23 +0000 Ago Cluytens http://agocluytens.com/?p=4846 http://agocluytens.com/defeat-the-status-quo/feed/ 0 Coaching Masters Series,featured,Shift Selling,Tibor Shanto,Video What if you could defeat the status quo,  and make buyers 5 times more likely to buy (from you) ? According to CSO Insights, 54% of all forecasted opportunities are lost. Out of those, fully 40% are lost to “no decision”. What if you could defeat the status quo,  and make buyers 5 times more likely to buy (from you) ? According to CSO Insights, 54% of all forecasted opportunities are lost. Out of those, fully 40% are lost to “no decision”. Which can only mean two things: either 4 in 10 sellers are pretty poor at selling - or they are pursuing opportunities they should not have pursued in the first place. Which do you think is more likely ? In this interview, I sit down with Tibor Shanto, principal at Renbor Sales Solutions and co-author of the bestselling book “Shift Selling: Harness The Trigger Events That Turn Prospects Into Customers.” Take the time to watch this interview, and you’ll learn: Why “trigger events” and the “window of dissatisfaction” should be core concepts in your sales vocabulary The single factor that makes buyers five times more likely to buy (and to buy from you) Why your biggest competition is not your competitors How to defeat the Status Quo and firmly on the path to the closing the deal How to use the Status Quo (aka “Path Dependency”) to your advantage (warning: advanced tactics here) Where 9 in 10 sellers get it wrong What you can do right now to take advantage of these tactics and strategies If you’re struggling to get buyers to move ahead, if you find yourself losing to “doing nothing” more often than you’d like or if you are wondering about what you can do to spend more time on the deals that matter (versus wasting time on those that don’t) - watch this interview. And defeat the Status Quo. NO AUTHOR no 41:02 http://agocluytens.com/great-sales-meetings/ http://agocluytens.com/great-sales-meetings/#comments Fri, 12 Apr 2013 09:33:17 +0000 Ago Cluytens http://agocluytens.com/?p=4838 http://agocluytens.com/great-sales-meetings/feed/ 0 http://agocluytens.com/truth-about-social-selling/ http://agocluytens.com/truth-about-social-selling/#comments Thu, 04 Apr 2013 09:56:05 +0000 Ago Cluytens http://agocluytens.com/?p=4834 http://agocluytens.com/truth-about-social-selling/feed/ 0 Coaching Masters Series,featured,Matt Heinz,Social Selling,Video There is a lot of talk about “social selling” these days. Some of it's good. Most of it's rehashed thinking or stuff that - maybe - works if you're selling widgets in a call center. But if you're selling high-end complex services, There is a lot of talk about “social selling” these days. Some of it's good. Most of it's rehashed thinking or stuff that - maybe - works if you're selling widgets in a call center. But if you're selling high-end complex services, having 10000 “Likes” on Facebook, scanning Twitter for "server down" or spamming Linkedin groups isn’t going to get you anywhere. So to counter all the talk that's out there, and hear from a real pro, I turned to Matt. Hear veteran (inbound, online, social, old-school) marketer Matt Heinz talk about what he learned about what works (and what doesn’t) in social selling and how he uses it with his clients. And how he used it to take his own firm "from the home office to the corner office". In this interview, find out what Matt has to say about: How the relationship between marketing and sales has shifted in recent years What (surprising) results some of his clients have gotten once they started aligning the two How social selling has changed the way we sell (but the underlying foundation hasn't) Some innovative, cool and unexpected ways in which savvy sellers are using social selling and social media to connect, research and sell to prospects How (and why) social selling for complex, high-end sales is different The most common mistakes people make when starting to use social selling as part of their sales process Matt’s #1 tip for those that are looking to start integrating social selling into their sales process If you’ve been on the fence about social selling, integrating social media as part of your sales process. If you’ve been unsure how to get started. Or if you’re tired of all the “cookie cutter” advice that’s out there and just want to get the truth from a pro who’s done this for years - check out this interview with Matt Heinz. NO AUTHOR no 36:13 http://agocluytens.com/selling-to-senior-executives/ http://agocluytens.com/selling-to-senior-executives/#comments Tue, 26 Mar 2013 09:46:53 +0000 Ago Cluytens http://agocluytens.com/?p=4827 http://agocluytens.com/selling-to-senior-executives/feed/ 2