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This portion of the Art of Closing training builds off of the prior topic, D.I.S.C., which you can find on our previous blog post! In this video, Reece encourages us to look into something that may not seem obvious. Your position in a meeting room matters and your ability to pick up on body language […]
The Art of Closing training taught us how to recognize and match the behavior and energy of different types of people, including those who are Dominant, Influence, Steadiness, and Compliance-oriented (D.I.S.C.). By mirroring their behavior and tapping into their psychology, it becomes easier to build rapport and trust with them. Enjoy this segment from the […]
This month I wanted to share some perspective on what I call, The Value Formula. In my explanation below, I go through each variable and the formula that they make up. The variable X will be the perceived value from a consumer, while the Y variable equates to the cost of time, money, or energy. […]
The Art of Closing Training provided valuable insights and practical tools for salespeople to improve their communication skills and increase their sales success. By understanding the psychology behind their clients’ behavior and needs, salespeople can tailor their approach to individuals better and build stronger relationships. Enjoy this segment from the training on Mindset.
We’re excited to share Fulcrum’s IDE Framework with you. In this video, I do a very thorough (long-winded) walk-through of how to INITIATE, DEVELOP, and ENHANCE (hence the IDE Framework) net new customer relationships and sales opportunities. Furthermore, we will dive into the primary metrics in analyzing a sales/marketing effort’s return on investment – Customer […]
In any business, it’s important to utilize CAC, LTV, and ROI analyses in order to evaluate your strategic efforts to be strategic costs. Using the work of Fulcrum Sales and Marketing in his example, Reece Theriot MBAexplains how to gain perspective through these assessment
If you or anyone on your team has ever successfully implemented a sales and marketing campaign, we congratulate you on a job well done. As you know, these types of campaigns are a labor of love- a mixture of calculated risks, trial-and-error, scientific tests, and good ole fashioned chance. But, do not be afraid. If […]
In a previous post, we have discussed the importance of understanding, on both a personal and professional level, the decision-makers and influences of your target market. We also talked about the importance of identifying that aspect of your business’s offering that truly makes it uniquely remarkable and competitive. This intel is the core of your sales […]
As we have mentioned in a previous post, whoever is building and deploying the sales and marketing campaign should take the time to properly gather the necessary intel to best prepare for a successful sales and marketing campaign. You will want to leverage this intel to properly prepare an efficient and effective approach. This is not […]