Unique Skills for Business to Business Selling

Developing Your B2B Sales Skills

Monthly Archives: November 2009

10 Things to Learn at Your Prospects Website

» by November 30th, 2009 at 12:38 am » Comments (2)

So you have found a list of potential customers or a book of list or some other source of prospect leads, what do you do now? The first thing is to ...more »

Budget Authority During Tough Times

» by November 24th, 2009 at 1:15 am » Comments (0)

Here is a very important sales tips for the understanding what happens during economic downturns. This rule applies to any company or organization experiencing difficult economic times. The cause could be ...more »

Find New Business in Orphaned Accounts

» by November 23rd, 2009 at 12:00 am » Comments (0)

During this period of high turnover and layoff rates, have you seen some sales people leave your team and no one has replaced them. This is a possible opportunity to ...more »

Are You Puking on Customers?

» by November 9th, 2009 at 9:12 am » Comments (0)

Now before you get all grossed out from the title of this post, I want to share some important information. My friend and sales guru, Ron Karr, put a video blog ...more »

Are You Curious Enough?

» by November 5th, 2009 at 12:07 am » Comments (0)

Regarding sales people, one trait that I have noticed with the best sales people - including the sales superstars - is the trait of being curious. Why is curiosity important? Curiosity ...more »

Building Rapport is the Starting Point for Building Trust

» by November 3rd, 2009 at 12:57 am » Comments (0)

Rapport Building is one of the MOST IMPORTANT things you do as a B2B Sales person. Without the ability to gain rapport, you miss out on the things that really ...more »

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