by Adam Basheer | Sep 12, 2025 | B2B, FAB Techniques, Sales Methodology, Sales Strategies
In industries such as mining, engineering and manufacturing, sales cycles can stretch from months to years. Complex products, multiple stakeholders, and high-value contracts all contribute to the delay. While some of this is unavoidable, some strategies can accelerate...
by Adam Basheer | Jan 29, 2025 | Competitive Advantage, Content Marketing, crm, FAB Techniques, Market Research, Marketing Plan, Sales Methodology, Sales Strategies, Trust
Fake news, data breaches, and greenwashing have left consumers sceptical of corporate promises.
by Adam Basheer | Aug 25, 2023 | FAB Techniques, Sales Methodology, Sales Strategies
FAB = Feature Advantage Benefit You may have already heard of features and benefits, however, did you know that it is the advantage that provides the link between the two? This is an often overlooked part of the sales and marketing process. The terms...
by Adam Basheer | Mar 7, 2023 | FAB Techniques, Sales Methodology, Sales Strategies
Perhaps the simplest and yet most effective sales methodology is the FAB technique. It can be used in almost any sales environment; retail, B2B and B2C sales. There are many sales methods and techniques available but this is perhaps the best for more mastering...
by Adam Basheer | May 3, 2018 | Sales Methodology, Sales Strategies
Some time ago I was speaking to a managed service provider who had a sales call to sales rate of 10:1. That is, for every 10 initial meetings they had with a new prospect they achieved one sale. I had to ask myself “what is this costing them?” and “what would happen...
by Adam Basheer | Dec 4, 2017 | Customers, Lead Generation, Sales Methodology
Understanding the sales funnel and the different stages that potential customers travel through can help you dramatically increase the amount of customers your business receives. A sales funnel is the process that customers travel through when considering a purchase...
