Nine Steps to Finding the Right Buyer in B2B Sales

Several people have told me how valuable the section in my book – Three Games of Selling – is about identifying who is ready to buy and who is not ready to buy. Then, they ask me – How can I find the right buyer for my sales process? or Is there a method to use to find the best or right buyer for my b2b sales process?

At first these caught me off guard, since I had not actually verified a sales process for finding the right buyer for b2b sales. So, I began to map out the process and came to a nine step process. When you look at these nine steps, please feel free to shorten or lengthen it based upon what you are selling in the b2b marketplace.

So here is my nine step process for finding the right buyer…

Read more…