The Step Change Blog

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

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.

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.

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

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

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.

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.

Having a no-brainer business case doesn’t 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.

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, I’ll answer the question, “When is the right time to slow down a sale?”

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.

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.

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.

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

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.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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