The Step Change Blog

The latest thinking on business, strategy, marketing and sales

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April 12, 2019

B2B Personalisation: What Do Customers Really Want?

B2B Sales, Marketing Strategy, Digital, customer centricity

Personalised customer experience is no longer a rarity that’s saved for the top companies; instead, it’s the new digital imperative for businesses of all industries and sizes. B2B buyers now expect to experience a one-to-one experience at some point during their purchasing journey. However, delivering on this expectation is an entirely different challenge that has left many businesses struggling to connect.

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March 26, 2019

Targeting Strategy: Using Predatory Targeting to Drive Business Results

B2B Sales

There are many ways and combinations for targeting strategies. In this video, our Founding Partner talks about the most powerful one — a framework for thinking like a predator.

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November 14, 2018

The Industry Average B2B Sales Cycle Length

B2B Sales

If you aren’t converting the leads you need, it could be an issue with your sales cycle.

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August 31, 2018

Why Your Sales Team Need Marketing Automation and Content Marketing to Close More Deals

B2B Sales, Digital, Content Marketing

It’s time your marketing and sales teams work side by side. The best way to do that? Marketing automation and content marketing.

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November 23, 2017

Negotiation Styles: How Would You Negotiate with Bruce Lee?

B2B Sales

Negotiation is part and parcel of life and particularly in business. No matter which stage you are at in any business deal, you are bound to meet different stakeholders who will challenge your negotiation skills.

It’s not a one-size-fits-all approach. To be effective, you need to think about how best to approach your business deals.

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July 20, 2017

The 4Cs of Qualifying Upfront

B2B Sales, Scale

Your success in sales depends on how effective your qualification process is. Your ability to find a prospect that is a good fit for your business can make or break your business. It’s crucial to nail this because once the prospect becomes a delighted customer, it doesn’t just mean profit — it could also mean a possibility of a repeat sale, more referrals, or the chance to upsell or cross-sell.

In two minutes, I will walk you through an easy-to-remember framework to qualify the sale upfront.

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July 12, 2017

When Is It Right to Speed Up the Sale?

B2B Sales, 2 Minutes On

Having a no-brainer business case doesnt always happen, and getting one that’s 10 out of 10 in every area is like Nirvana — it’s a beautiful time for the client and for us.

In less than two minutes, I share the criteria for when it’s absolutely right to speed up the sale and what this means for your clients and for your business development team.

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July 12, 2017

When Is It Right to Slow Down the Sale?

B2B Sales

Slowing down the sale isn’t right for every product, every consumer, every category, or every business model, and it’s certainly not right for every situation. But time and time again, there’s value left on the table on both sides — the buyer and the seller.

In two minutes, Ill answer the question, “When is the right time to slow down a sale?”

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June 13, 2017

2 Minutes on Amplifying the Sale (Part 2)

B2B Sales, 2 Minutes On, Scale

Does your arsenal contain great, effective tools to help you boost sales in your business?

This is the second part of the 2 Minutes On series called Amplifying the Sale, and here I’m giving away four of the seven tools and foundations as a checklist so you can work out where your next opportunity is.

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April 28, 2017

2 Minutes on Amplifying the Sale (Part 1)

B2B Sales, 2 Minutes On, Scale

We’ve been building bespoke customer journeys in B2B and consultative sales across all industries the government recognises. And this is what we found: it doesn’t matter what industry you’re in, the same seven fundamental areas keep coming up time and time again as foundations for optimising your sale.

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January 24, 2017

2 Minutes on the Killer 3 in B2B (Part 3/3): Speed of Response

B2B Sales, Marketing Strategy, 2 Minutes On

More than 70% of new business goes to the company that responds to lead queries in a timely manner. What do you need to do to speed up how you respond to your leads? Jeff Cooper answers this question in this two-minute video.

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December 21, 2016

2 Minutes on the Killer 3 in B2B (Part 2/3): Engagement

B2B Sales, 2 Minutes On

Winning clients doesn’t just involve knowledge and rational data.

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November 16, 2016

2 Minutes on the Killer 3 in B2B (Part 1/3): Frequency and Depth of Relationship

B2B Sales, 2 Minutes On

How effective are your sales touchpoints? How many stakeholders should a B2B sales consultant need to engage with? The first of the three-part series called "The Killer 3 in B2B" will answer these questions.

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September 14, 2016

4 Smart Ways to Speed Up Your Sales Cycle Effectively

B2B Sales

Convert sales-qualified leads to real customers effectively using these four tips.

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September 1, 2016

B2B Sales: Get the Chief Decision Makers On Board

B2B Sales

Watch: Our Founding Partner, Jeff Cooper, reveals the one thing that could help you win over your prospect client.

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August 24, 2016

B2B Sales: Understanding Your Customers and Using the Marketing Funnel Effectively

B2B Sales

Step Change Founding Partner, Jeff Cooper, explains how vital understanding customers are and how the funnel metrics works.

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August 17, 2016

4 Things B2B Salespeople Need to Stop Believing

B2B Sales, Popular Posts

WATCH: Step Change Founding Partner, Jeff Cooper, on the four myths in B2B that salespeople need to know.

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August 9, 2016

11 Tips and Tricks Every B2B Consultant Needs to Know to Get It Right

B2B Sales

Win clients with these powerful tips and tricks, brought to you by our Founding Partner, Jeff Cooper.

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August 4, 2016

Writing an Effective Sales Proposal

B2B Sales

Write an effective and persuasive sales proposal by learning these five important tips from our Founding Partner, Jeffrey Cooper.

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July 14, 2016

B2B Sales: Importance of the proposal

B2B Sales

Learn about the benefits of the sales proposal and how you can maximise yours for success

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May 18, 2016

B2B Sales Video: Perfecting Each Touchpoint

B2B Sales, Marketing Strategy

Learn the best way to interact with clients to ensure you make the sale every time

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May 6, 2016

Three B2B Sales Tactics: An Introduction To B2B Sales

B2B Sales, Sales, Marketing Strategy

Learn three key insights in B2B marketing and the tactics you can use to close the sale

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March 18, 2016

How Virtual Reality Is Already Transforming Your Competitors' Marketing

Technology, B2B Sales, Marketing Strategy, Virtual Reality

Virtual reality is already changing the way marketing is done. Learn how you can incorporate virtual reality in your strategy to remain competitive.

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February 23, 2016

Never be ignored again - How to write a persuasive sales email

B2B Sales, Email Sales, SalesITV, Dean Mannix, Marketing Strategy, Increase Sales, Selling Persuasively

Have your sales emails ever been ignored? Dean Mannix from SalesITV details how to make your sales emails stand out.

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February 12, 2016

Big data or bad data? Keeping your database healthy

B2B Sales, Email Sales, CRM, Re-engage Database, Database

Is your database cleaner than your competitor's database? Find out how to maintain a clean database...

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February 1, 2016

Why Steve Jobs Killed 70% of Apple’s Products: A Lesson on Range Architecture

B2B Sales, Steve Jobs, Branding, Marketing Strategy, Range Architecture

Learn from Steve Jobs about how to apply range architecture in your business and the importance of simplicity...

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January 15, 2016

Re-Engage Your Existing Database and Increase Your Sales Potential

B2B Sales, Email Sales, Re-engage Database, Stump the Strategist, Start-Up, Increase Sales

Our strategists discuss how to re-engage your existing database and leverage it to increase sales growth...

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November 6, 2015

What's the best way to promote a new service?

B2B Sales, Blue Print, Stump the Strategist, Marketing Strategy

Discover the best way to promote your new in-house service in under nine minutes with Stump the Strategist.

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October 30, 2015

How do I sell my product to customers who are busy or hard to reach?

B2B Sales, Blue Print, Stump the Strategist

In just nine minutes our strategists will help you grab the attention of your busy customers. Click here to watch!

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October 23, 2015

How can social media be used to attract more customers?

B2B Sales, Branding, Stump the Strategist

If you're thinking about using social media, take a look at this video with our expert strategists.

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