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So far savage has created 56 blog entries.

Why Calling B2B and B2C are (not) Different

(Excerpt from book) My favorite cold calling myth is this one: calling B2B is different from calling B2C. The idea behind this myth is when calling business owners, C-suite, and other executives we need to use a sophisticated approach because these guys are intelligent. We need to get right to the point because these guys are [...]

Why Calling B2B and B2C are (not) Different2022-12-23T12:58:37-08:00

What’s a sales pro doing in instructional design?

How did Shawn Greene, salesperson, add "instructional design" to her toolkit? Here's the scoop: After many years as a high-performing sales rep I became interested in why sales methods work or fail, and how to teach others to thrive in sales. This inspired a transition into training, a role that allowed me to apply a broader [...]

What’s a sales pro doing in instructional design?2022-12-23T13:02:30-08:00

Fine Tunes for Benefit Statements

Benefit statements are a staple of sales and customer service. This article focuses on some of the nuances, including tips for teaching others to create their own benefit statements. Reminder: There are myriad ways to express benefits but they fall into just six categories: convenience, save money, increase money or value, peace of mind, appeal to [...]

Fine Tunes for Benefit Statements2020-12-19T14:25:08-08:00

How to Add Power to Benefit Statements

Features and benefits: a sales and service basic, right? Yes, expressing benefits is a fundamental skill but that doesn’t mean pros don’t need refreshers. Here’s a mini-lecture on why working on benefit statements is a good idea: There are now more opportunities for expressing benefits. We’re communicating via text and chat and email and webinar and [...]

How to Add Power to Benefit Statements2020-12-19T15:30:16-08:00

Consultants: How to Sell Confidently and Comfortably

Consultants often have trouble with selling. The process feels awkward, the skills seem undesirable, results are poor -- this can snowball and affect consultants' confidence in their own expertise. The good news is most consultants already have what's needed to sell more confidently, comfortably, and successfully. This article covers four common challenges and how consultants can [...]

Consultants: How to Sell Confidently and Comfortably2019-06-12T16:29:29-07:00

How to Fix Problems Caused by Professional Slang (With Samples)

Misleading or confusing information is a common cause of inefficiency and errors. The same is true for professional slang -- lingo that's understood by one group but not by others. Take "disruptive" for example. A disruptive tech product is currently a good thing, yet disruptive employees are not. Most instructional designers have examples of how they [...]

How to Fix Problems Caused by Professional Slang (With Samples)2019-06-12T16:29:29-07:00
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