Internet reduced the effectiveness of referrals and word-of-mouth. But you don’t need to go viral to benefit from it. In the 2nd out of 6 articles exploring sales trends and challenges for B2B Consultants, Danilo Kreimer writes about the referral trap, distributed trust, and digital word-of-mouth. Read it here: https://lnkd.in/gXY8KES #consulting #sales #marketing #prospecting

Forget about perfection. To improve results from your prospecting activities, focus on doing fewer things wrong.

Experiment time! Which messaging approach worked better when trying to connect with large companies? #sales #abm #prospecting

What are the major trends and prospecting challenges for independent and niche consultants? ​ Our Chief Strategist, Danilo Kreimer, took up the challenge of answering this and ended up with 6 main ideas to explore. ​ The first one is out: The rise of self-employment. Who are the consultants coming to market, and how can you deal with the growing competition? You can read it here: https://lnkd.in/gg26hmM #consulting #sales #marketing #prospecting

Challenge prospects. That’s when that bar of trust starts to move forward.