Dennis Consorte

Life, work, and interests

How to Close a B2B Prospect When Competitors Promise the Moon

How to Close a B2B Prospect When Competitors Promise the Moon

Often, sales people will over-sell in order to get a deal. They make promises they can’t keep, and trap clients with year-long contracts. This becomes a churn and burn strategy that just isn’t sustainable. Meanwhile, B2B service providers that are honest about expectations up front end up closing fewer deals because they are perceived as providing less value, based on their words. So the question is, how do you compete as an ethical B2B company?

The good news is that if you build a solid relationship with your prospect, they may come back to you after your competitor doesn’t follow through on their promises. However, you lose a lot of time under those circumstances, and your prospect loses trust in the services you provide. A better outcome is to get the deal.

From explaining to them why the competition can’t deliver to leaning into transparency, here are the 6 ways to close a B2B prospect when your competitors promise the moon.

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Ways to Drive Engagement on LinkedIn You'll Want to Try

9 Ways to Drive LinkedIn Engagement You’ll Want to Try

LinkedIn is a great way to build a professional platform for both your personal brand and the company’s online presence. Even though it’s a more professional social media platform, it still has that keyword in it: social.

If you happen to have the premium version of LinkedIn, then you might want to start tracking people who have engaged your posts in the past. Add them to a list in Sales Navigator and reciprocate whenever they put up new content. You’ll be surprised how many of them will continue to engage your content, too. Also, feel free to connect with me.

As with with every other social channel, you’ll want to drive quality engagement with your content. These nine business leaders and digital marketing professionals weigh in on some of the best practices to drive LinkedIn engagement that includes more likes, comments, shares, and other interactions with your posts.

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