B2B Sales Training | Demo Skills Training | Sales Presentations Training

B2B Web Marketing – Small Changes that Grow Traffic

Pat Shaughnessy — Wed, 22 Jul 2009 05:26:58 +0000

If your sites been up for a while, you’ve probably accumulated links and rank for some keywords. With just a few of the right changes, you can have a big impact on traffic and sales. This section details site changes that leverage work you’ve already done, and outlines several high-impact improvements for your site. Unique titles and [...]

B2B Web Marketing 101- a Ten-Part Series

Pat Shaughnessy — Wed, 08 Jul 2009 20:13:47 +0000

This tutorial is designed to help you close more customers as a result of your B2B Web Marketing efforts. It covers things you need to do, as well as things you should avoid. We’ll show you how to target professionals making complex purchase decisions involving multiple people, large budgets and that often have a broad impact [...]

B2B Web Marketing Goals

Pat Shaughnessy — Wed, 08 Jul 2009 20:04:17 +0000

Improving your site takes time and effort. Anyone who promises big gains overnight is not being honest lying. This series outlines a safe, long-term Web Marketing approach that gets results and avoids tricks that might get your site dropped from Google. What can you expect from this series I suspect you either want to learn how [...]

Product Sales and Marketing-Think Hardware

Pat Shaughnessy — Wed, 08 Jul 2009 12:58:34 +0000

Just read an interesting post about designing products with a hardware component as opposed to only software as a way to improve success with high volume consumer products. Key points were: Hardware products allow for better margin More players can coexist in a market that is hardware-based Readily accessible offshore manufacturing is making it easier to compete on cost Break-even [...]

Avoid B2B Web Problems that Cost You Sales

Pat Shaughnessy — Sat, 27 Jun 2009 05:41:08 +0000

Web Issues Costing you Traffic and Sales – a Checklist The first thing I do when working with a new company on their Web Marketing is to review their site to see what we can quickly fix. In this post, I discuss many of the issues that can cost you Web traffic and sales: Unreliable Site Hosting Problem [...]

Sales Presentations-5 Tips for Handling Hostile Questions

Pat Shaughnessy — Tue, 02 Jun 2009 03:29:45 +0000

Hostile questions can quickly derail your sales presentation or demo. These questions occur for any number of reasons including: The questioner has a chip on their shoulder The person wants to feel superior and raise their status in the group They like the competition’s product or service Your product or service threatens them or their job They want to [...]

Sales Presentations-Practice Without Powerpoint for Better Presentations

Pat Shaughnessy — Tue, 26 May 2009 05:14:56 +0000

Has PowerPoint has become a crutch for you? Used as a crib sheet-does it tempt you to give presentations without proper preparation. Selling complex B2B products often requires that you perform very detailed product presentations. As a result, most have come to rely heavily on PowerPoint as a substitute for product knowledge, and preparation. So Many Slides, [...]

Demo Data Dumps – Do You Have This Common Problem?

Pat Shaughnessy — Sat, 23 May 2009 05:00:10 +0000

You Might Be Giving LBTPDs Long Boring Technology Product Demos (LBTPD) are way more common than you might think. Avoiding Demo Data Dumps is a key demonstration skill that you must master to help you avoid them. Find Out if You Have a Demo Dumping Problem To see if you are guilty of giving a LBTPD, due to [...]

How do a B2B Software Demo

Pat Shaughnessy — Sat, 23 May 2009 03:44:37 +0000

There are quite a few articles with titles like this on the web. So, why read this one? Before I Wrote This, I Took a Surf Around the Web Looking for “How To Demo” Articles I was looking for specific advice for Product demos to industrial clients. Demos done with the specific purpose of selling high-ticket [...]

Sales Presentations 5 Creative Powerpoint Tips

Pat Shaughnessy — Thu, 21 May 2009 02:01:40 +0000

PowerPoint has become the poster child for bad sales presentations; so, how about some ways that PowerPoint can enhance your next sales presentation? Here are 5 that I use in my sales presentation training seminars. Make a Joke Humor can be very effective, but be sure your that you have the right audience when you use it. How [...]