It’s Time to Think About Your B2B Sales Progress

Okay, it is either the last day in November or the first day in December – depending upon which part of the world you are in. So, it is time to begin thinking about you. Specifically, it is time to begin thinking about the progress you have made this year as a b2b sales person.

Some people have asked me after I recommend this exercise – What do I look at regarding my progress?”

Truthfully, when I hear this type of question I begin to worry about the sales person and get a little concerned about the quality of their sales manager. Yes, one of the key roles for sales managers, is the development of their sales people. In fact, I consider it to be the number one role or job of the sales manager – to develop their people.

Okay, please excuse the frustration rant about sales managers. Even without their guidance, you can do this yourself – in fact, you should be doing a review of your progress on several fronts during the year.

Here is a list of Ten Things to review regarding your own personal success…

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Four Types of Real Competition

Seems like everyday I’m working with a b2b sales person I get this question…

Who are My Competitors?

The first type of competitor is usually the easiest to figure out. Usually it entails a list of your major competitors within the industry or supplier types. Since this is the most common answer, it is a key bit of knowledge to have and use. In fact, I would suggest you create a matrix of competitors with the strengths and weaknesses of each competitor. This will assist you in developing a strategy to defeat an external competitor.

However there are three other types of competition for your funding. These three are usually not at the top of mind for the b2b sales person and thus little to no time is used to win against these menacing competitors who cause us to come in second on many projects or sales opportunities.

Here are other three competitors…

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