Your B2B Buyers Have Changed Tactics – Are You Ready?

Looking into the competitive environment of b2b sales, I began to notice both subtle and major changes in the way our b2b buyers function and treat us. These changes will have an impact upon our b2b sales success in the future.

Have you noticed some of the changes happening in the way your b2b buyers are using your services as a b2b sales person. I know the boomer b2b sales people have seen the changes occurring during the past decade as I have. And, our success has been hampered by these changes – usually in the form of losing old customers and constantly being hammered on price comparisons.

How and Why are these changes happening in our marketplace. How and Why are these changes happening to you? And, more importantly, do you have a sales strategy to change the game?

Here are the Big Seven Changes in Tactics and Methods used by our B2B Buyers…

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Show Your Expertise Using the Right Questions

I had a couple of questions from b2b sales people asking me about how to deal with the b2b buyers who seem to already have all the answers about their products and services. They wanted to know how to best respond to these types of b2b buyers.

Welcome to the world of the Internet and instant product knowledge research. This is becoming a hot topic these days for this very reason – b2b buyers know more about your products and the competitors products than every before.

The best method of dealing with this type of b2b buyer is to show your depth of knowledge and understanding by the use of better questions. Let’s call them the buyer acknowledgment questions.

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