Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Posts Tagged With: B2B sales tip
Seven Things Customers Want in B2B Sales
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Recently I learned a few things about what customers truly want from their B2B sales people. Some of the things they spoke about were just common sense items to me ...more »Do You Need an “It” Factor for B2B Sales Success?
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Recently I noted several NFL quarterbacks losing their jobs as well as a couple of college quarterbacks losing their scholarships. Each time the reason was "they didn't have the it ...more »No Silver Bullets using a Unique Selling Proposition
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Unique Selling Propositions - USP - are often presented as the strongest benefit for a given product or service within a targeted segment of accounts. Many sales consultations "yak" about ...more »Consultative Selling requires Curiosity
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I have for many years stated the sales profession is the most sophisticated position in today's business world. Therefore, the sales position requires the most sophisticated people to succeed in ...more »Four Negative Buying Decisions
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When I began to look into what buyers and decision makers actually did after I had made a sales presentation, I began to notice different types of decisions that were ...more »Beware of the False Coach or Champion
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One of the most frustrating situations in b2b sales or any kind of major account sales, is the false coach or champion. You know the ones I'm talking about - ...more »Simple B2B Sales Presentation
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Several of you have been asking about what kind of sales presentation do I use in B2B sales or what should I focus upon during the sales presentation? Good questions and ...more »Why Do We Have Competition?
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The Four Factors Creating Competition I keep getting this question from sales people I work with in coaching and training sessions… Why do we have competition? At first I thought it was ...more »Key Organizing Principles for B2B Sales
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In the world of B2B Sales there are two important principles - what I call Organizing Principles - you must be aware of to move into the superstar ranks of ...more »Use the Farmer Concept to Win B2B Sales
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Now I know some of your are thinking - I'm not a Farmer, I'm a Hunter - so this will not work for me. So stop right there and realize ...more »A Networked Blog
