What is retargeting in digital marketing?

Retargeting is a digital marketing technique that involves serving targeted ads to users who have previously visited a website or interacted with a brand but did not complete a desired action, such as making a purchase or filling out a form.

How does retargeting work?

Retargeting works by using cookies or tracking pixels to follow users as they browse other websites or social media platforms. These users are then shown ads that remind them of the brand or product they previously viewed, encouraging them to return and complete the desired action.

What are the benefits of retargeting?

Benefits of retargeting include increased brand recall, higher conversion rates, better ROI on marketing spend, personalized ad experiences, and the ability to re-engage potential customers who have shown interest but have not yet converted.

SPIN Selling

SPIN selling is a core sales methodology from Neil Rackham’s 1988 book Spin Selling that structures sales scenarios and enables sales staff to navigate tough situations using questions organized into four constituent categories: Situation, Problem, Implication, and Need-Payoff.

Situation — Situation questions help you to gather information and understand business goals, processes, and other precipitating factors.

Problem — Problem questions help uncover the buyer’s problems and challenges, allowing you to identify areas of opportunity.

Implication — Implication questions create urgency and underscore why those problems need to be solved.

Need-Payoff — These questions lead your customers to conclude for themselves why your product or service is the right solution.

These questions form a logical framework that enables sales teams to enhance communication and build better relationships with their prospects during the selling process and, as a result, win larger deals. The idea of SPIN is to move the conversation away from being purely transactional and instead focus on what the customer needs.

What is SPIN Selling — Source: Soleadify

How to use SPIN Selling:

SPIN Selling FAQs

What is SPIN selling?

A discovery call is an initial conversation between a sales representative and a potential customer to understand their needs, pain points, and goals.

What are the four types of questions in SPIN selling?

The four types of questions in SPIN selling are:
Situation Questions – to gather facts about the customer’s current circumstances.
Problem Questions – to identify challenges or issues the customer is facing.
Implication Questions – to explore the consequences and impacts of the identified problems.
Need-Payoff Questions – to highlight the benefits of resolving the problems and how the solution can help.

Why is SPIN selling effective?

SPIN selling is effective in complex sales because it focuses on understanding the customer’s needs and challenges deeply, which helps build a strong value proposition and fosters trust and rapport between sales teams and customers.