January 24th, 2012 at 12:15 pm
Sometimes the strangest series of events occur to alert us about things we should be doing to help us hit our numbers consistently every month, quarter and year.
This recently happened to me after attending a conference and listening to a great speaker talk about achieving results, then I watched a webinar done by an Internet Marketing Guru who challenged everyone to think about crunching their numbers to gain a better understanding of how to achieve, and finally while traveling I reflected upon things I did early in my sales career to help me succeed.
Amazingly, it all came back to asking a question…
What Will Crunching Your Numbers Do for You?
I almost wanted to kick myself in the seat of my pants since the answer was so obvious. Take some time to crunch the numbers of my personal sales goals for 2012. In this time of reflection and thought, there are seven points to focus upon while crunching your numbers. Continue Reading »
Share, Email, Print or Bookmark this content
Tags:
achievable sales goals,
Achieving your b2b sales Goals,
author is Voss W Graham,
Believable sales goals,
Crunching your numbers,
marketing campaigns,
Sales Planning Tips,
targeted list of potential customers
January 16th, 2012 at 12:44 am
To continue the theme of why it is getting harder to be successful in b2b sales today, I thought it would be a good idea to clarify the barriers to decision making for you.
Most of these barriers are connected to the major theme for the decision makers today – job security. With the possible exception of the Great Depression in the 1930′s job security has never been this important – across the board.
Therefore, new strategies and focus must be added to your b2b selling skills box of knowledge. It is a time for wisdom to take a higher position or ranking in the minds of b2b sales people.
So, here is my list of barriers to the Decision Makers…
Share, Email, Print or Bookmark this content
Tags:
author Voss W Graham,
b2b sales,
b2b sales people,
b2b sales person,
barriers to decisions,
decision makers in sales,
influencing the b2b sale,
seven barriers incluencing buyers decisions
January 13th, 2012 at 11:42 am
Seems to be a recurring theme these days when talking with B2B Sales people today. With the exception of a small group who consistently tell me they are doing extremely well.
Why the polar opposite responses to the same concept? Many b2b sales people are doing poorly while others are doing great.
So, I guess it is time to dig into the reasons for this difference of both opinion and performance.
Here is what I am finding from my research… Continue Reading »
Share, Email, Print or Bookmark this content
Tags:
b2b sales,
b2b sales people,
b2b sales tips,
changes for professional b2b sales people,
delayed purchase decisions,
job security,
no decision for sales,
why is it harder to sales successfully
January 9th, 2012 at 2:08 am
I was looking at a list of old clients last week as I was reviewing some new strategies for the new year. During this research I began to think about some of my old clients and looking for the reasons the business stopped or slowed down.
Then I began to think about some of my clients and how they have lost some long term account relationships. In doing this cause and effect analysis ( one of my favorite ways to review things that are not working any more.) I began to notice several common themes to how and why these accounts relationships began to fail.
Now, truthfully there were several factors which were out of our control or my client’s control. Things such as bankruptcy, mergers, plant closings, division closures, sell of the company, total change of management and direction, new pricing issues (too high or too low) and financial shortfalls.
But then there were the areas which the b2b sales person could have influenced in a negative way or definitely did not help turn the tide to keep the account relationship in tact. Continue Reading »
Share, Email, Print or Bookmark this content
Tags:
account relationships,
b2b sales,
b2b sales tips,
long term account relationships,
reasons for account failures,
why you lose accounts
January 8th, 2012 at 11:56 pm
I want to thank everyone for your patience last week regarding a technical problem with our website.
The technical issue was due to code error – caused by a software update. This caused people to get a .gz file download rather than our actual webpages. For that I apologize for any inconvenience this could have caused you.
It appears it was happening for about a 24 hour period over two days.
The good news is there was no threat to your computers as it was a software issue rather than some kind of hack.
Also, a huge thanks to a couple of our readers who contacted me via email to alert me to the problem. For that I am very grateful. Thank you.
Take care and have a Great Week of B2B Selling.
Folks – Sorry about the Second Problem with all the Broken Links!! Seems I had a second software issue after getting the first one corrected. It was corrected three days.
A double big thanks to one of my readers for hunting me down to advise me about the link issue. Thanks again – and you know who you are – right Justin?
Share, Email, Print or Bookmark this content
Tags:
Technical problem due to software update,
Thank You
January 6th, 2012 at 1:57 am
Now that you have your list of words as well as some understanding of how all these words help identify your buyer or decision makers thinking language, you are now ready to apply this knowledge.
So today I’m giving you some example statements for each of the three representational systems used by people – Visual (See), Auditory (Hear) and Kinesthetic (Feel) types.
I will start with the most common person you will find today – the Visual person. Continue Reading »
Share, Email, Print or Bookmark this content
Tags:
auditory,
b2b sales,
b2b sales tips,
kinesthetic,
representational systems,
statements to engage your buyers,
visual
January 5th, 2012 at 2:18 am
After writing about the three primary representational systems, it is time to give you a list of the words using by the different systems.
So, this is Part Three of the Three Part Series on words using by a visual, an auditory, and a kinesthetic.
The key is to ask a general question and then listen to the response identifying the word usage patterns. Here are two general questions to use for this purpose in B2B Sales…
- “Describe to me…”
- “What would you change about…”
Fill in the blank in each question using your specific industry issues for a complete question.
Here are the Words for the Kinesthetic (Touch-Feel) Language… Continue Reading »
Share, Email, Print or Bookmark this content
Tags:
b2b sales,
b2b sales tips,
Building Rapport,
Kinesthetic Touch-Feel,
representational system,
s,
word list for kinesthetic language
January 4th, 2012 at 1:53 am
After writing about the three primary representational systems, it is time to give you a list of the words using by the different systems.
This is Part Two of a Three Part Series on words using by a visual, an auditory, and a kinesthetic.
The key is to ask a general question and then listen to the response identifying the word usage patterns. Here are two general questions to use for this purpose in B2B Sales…
1. ”Describe to me…”
2. ”What would you change about…”
Fill in the blank in each question using your specific industry issues for a complete question.
Here are the Words for the Auditory Language… Continue Reading »
Share, Email, Print or Bookmark this content
Tags:
auditory language,
auditory words,
Building Rapport,
representational systems
January 3rd, 2012 at 2:14 am
Okay, after writing about the three primary representational systems, it is time to give you a list of the words using by the different systems.
So, this is part one of a three part series on words using by a visual, an auditory, and a kinesthetic.
The key is to ask a general question and then listen to the response identifying the word usage patterns. Here are two general questions to use for this purpose in B2B Sales…
- “Describe to me…”
- “What would you change about…”
Fill in the blank in each question using your specific industry issues for a complete question.
Here are the Words for the Visual Language…
Share, Email, Print or Bookmark this content
Tags:
Building Rapport,
representational systems,
visual language,
visual words
January 1st, 2012 at 12:01 am
As the author of “Developing B2B Sales .com” I first want to thank you for visiting my website so often. Sharing B2B sales information and knowledge has been a great learning – for both of us.
Thank You for continuing to challenge me to stay ahead of the curve in the world of B2B Selling and then to share what I’ve learned with you.
New B2B sales tips are already scheduled for 2012 and I will be adding and updating information as I find or experience it. That is right, I’m a B2B Sales Person and proud of it. This is why you will only get useable ideas, tips and techniques from this site. No Ivory Towered Concepts here – only practical and usable information. My goal is to help you become a better b2b sales person – and it is okay to share your ideas with me too. Continue Reading »
Share, Email, Print or Bookmark this content
Tags:
b2b sales person,
b2b sales tips,
Happy Holidays,
Happy New Year for 2012
![[Ask]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/ask.png)
![[BlogBookmark]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/blogbookmark.png)
![[Bloglines]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/bloglines.png)
![[BlogMarks]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/blogmarks.png)
![[del.icio.us]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/delicious.png)
![[Digg]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/digg.png)
![[Facebook]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/facebook.png)
![[Faves]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/faves.png)
![[Google]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/google.png)
![[LinkedIn]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/linkedin.png)
![[Newsvine]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/newsvine.png)
![[OnlyWire]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/onlywire.png)
![[Reddit]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/reddit.png)
![[Shoutwire]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/shoutwire.png)
![[Squidoo]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/squidoo.png)
![[StumbleUpon]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/stumbleupon.png)
![[Technorati]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/technorati.png)
![[Twitter]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/twitter.png)
![[Yahoo!]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/yahoo.png)
![[Email]](http://developingb2bsales.com/wp-content/plugins/bookmarkify/email.png)
