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    Stoke B2B
    October 30, 2018

    Learn the Sales Motivation States of Your Prospects Before You Approach Them

    At Onemata, as we have previously discussed in the Unknown, we prefer to make closer to the close calls® versus cold calls, and one of the key factors in determining if you are entering the sales process closer to the close® is the prospect’s...
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    by Brittney "Babs" Dougherty
    Stoke B2B
    October 30, 2018

    Channel U and The Key to Successful Cold Calling

    Channel U refers to all the companies that will be pursued with a direct sales channel. They’re the companies that you have not met and likely don’t know exist. This is the universe outside of Channel K (the Known). Channel U is the target of your...
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    by Brittney "Babs" Dougherty
    Stoke B2B
    October 30, 2018

    Get Your Inbound Sales Strategy Up and Running

    The Inbound Channel I (aka the I win Channel) is the channel where people you don’t know find you online and make a decision to purchase your goods or services. This channel is everywhere and it’s open 24/7. Inbound is the force multiplier in...
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    by Brittney "Babs" Dougherty
    Stoke B2B
    October 30, 2018

    Love the Customer's Problem, Not Your Solution

    Here’s a thorny question for you – what business are you in? You probably have an answer to that and it’s probably mostly right. But you know what? The answer to this question reveals how big or how small your thinking is about the business you are...
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    by Brittney "Babs" Dougherty
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