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Posts Tagged With: b2b sales process
Three Elements of Persuasion
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Persuasion is one of the most important traits every b2b sales person must possess. However, it also seems to be one of the most misunderstood success habits in the b2b ...more »The Lost Art of Qualifying a Prospect
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One of the most interesting challenges I encounter with b2b sales people is the Art of Qualifying a Prospect. It does not seem to matter if the b2b sales person ...more »Are You Patient with Long B2B Sales Cycles?
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Interesting comment was made by a b2b sales person last week. "This Customer just has to move faster for me or I'm done!" Such a strong statement from a b2b sales ...more »How to Learn if You Have a Business Fit with a Prospect?
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Last week I had a couple of people ask me about "how do you know if you have a business fit with a prospect?" Which I thought was a good ...more »Use Process Milestones for Accurate B2B Sales Forecasts
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Recently I wrote about how to identify your b2b sales process and then identifying the major steps in the process - the sales milestones. These are important to you since ...more »B2B Sales is a Process Rather than an Event
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Interestingly I am questioned frequently by b2b sales people and sales managers about how to make b2b sales work right every time. Well, sometime the answer is not what they want ...more »Myth of the Quick Fix in B2B Sales
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Today is a little different topic from the normal b2b sales tips, however, it is one that bothers me due to the number of b2b sales managers and people who ...more »BS Reasons Buyers Use to Stall the B2B Sale
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Occasionally, I get into discussions with b2b sales people regarding possible stalls tactics used by buyers and decision makers. Now the reality is sometimes these tactics are just part of ...more »Is Your Experience Getting in the Way of B2B Sales Success?
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Last week I ran across some older research about the impact of experience on our b2b sales performance. While it covered positive elements, it also showed me some interesting points ...more »8 Ways to Engage Your Buyers for B2B Sales
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Got into a discussion with a couple of sales people the other day and they kept raising the issue of how do we keep the buyers and decision makers engaged ...more »Buy B2B Sales eBook by Voss
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