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	<title>Developing Your B2B Sales Skills &#187; B2B sales tip</title>
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	<link>http://developingb2bsales.com</link>
	<description>Unique Skills for Business to Business Selling</description>
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		<title>Are You Lowering Your Hunter Instinct?</title>
		<link>http://developingb2bsales.com/are-you-lowering-your-hunter-instinct/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=are-you-lowering-your-hunter-instinct</link>
		<comments>http://developingb2bsales.com/are-you-lowering-your-hunter-instinct/#comments</comments>
		<pubDate>Tue, 14 Jun 2011 05:25:15 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Targeting Accounts]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[B2B sales tip]]></category>
		<category><![CDATA[becoming a b2b sales superstar]]></category>
		<category><![CDATA[Sales Hunters]]></category>
		<category><![CDATA[success habits]]></category>
		<category><![CDATA[Targeted Accounts]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=909</guid>
		<description><![CDATA[I&#8217;m having more discussions recently with b2b sales people about how they have no time to find new business opportunities. Personally, I find this an excuse used often since most sales managers &#8211; who have no time &#8211; can relate to the lack of time for doing anything else. Thus, the sales managers accept this [...]]]></description>
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		<title>You Cannot Win Arguments by Arguing!</title>
		<link>http://developingb2bsales.com/you-cannot-win-arguments-by-arguing/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=you-cannot-win-arguments-by-arguing</link>
		<comments>http://developingb2bsales.com/you-cannot-win-arguments-by-arguing/#comments</comments>
		<pubDate>Tue, 14 Sep 2010 05:05:43 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales people]]></category>
		<category><![CDATA[B2B sales tip]]></category>
		<category><![CDATA[Developing B2B Sales]]></category>
		<category><![CDATA[losers argue]]></category>
		<category><![CDATA[no arguing allowed]]></category>
		<category><![CDATA[remaining calm]]></category>
		<category><![CDATA[sales success]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=434</guid>
		<description><![CDATA[Your b2b sales tip today is to avoid arguing with customers. I should be able to stop with the opening sentence, however, I have found many b2b sales people who feel being &#8220;right&#8221; is more important than customer relations. And, my response to this is simple &#8211; baloney! There is a &#8220;right&#8221; and wrong way [...]]]></description>
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		<title>Seven Things Customers Want in B2B Sales</title>
		<link>http://developingb2bsales.com/seven-things-customers-want-in-b2b-sales/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=seven-things-customers-want-in-b2b-sales</link>
		<comments>http://developingb2bsales.com/seven-things-customers-want-in-b2b-sales/#comments</comments>
		<pubDate>Wed, 08 Sep 2010 05:30:53 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[b2b sales people]]></category>
		<category><![CDATA[B2B sales tip]]></category>
		<category><![CDATA[b2b sales tips]]></category>
		<category><![CDATA[buyer want]]></category>
		<category><![CDATA[common sense in b2b sales]]></category>
		<category><![CDATA[cost savings]]></category>
		<category><![CDATA[just in time delivery]]></category>
		<category><![CDATA[on time delivery]]></category>
		<category><![CDATA[technical people in sales]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=418</guid>
		<description><![CDATA[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 while a couple of factors opened my eyes to some possibilities. So what are the seven things your customers want? These are the seven most [...]]]></description>
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		<title>Do You Need an &#8220;It&#8221; Factor for B2B Sales Success?</title>
		<link>http://developingb2bsales.com/do-you-need-an-it-factor-for-b2b-sales-success/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=do-you-need-an-it-factor-for-b2b-sales-success</link>
		<comments>http://developingb2bsales.com/do-you-need-an-it-factor-for-b2b-sales-success/#comments</comments>
		<pubDate>Sun, 05 Sep 2010 06:44:02 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Winning Mindset]]></category>
		<category><![CDATA[b2b sales people]]></category>
		<category><![CDATA[B2B sales tip]]></category>
		<category><![CDATA[it factor]]></category>
		<category><![CDATA[quarterbacks losing jobs]]></category>
		<category><![CDATA[Voss W Graham]]></category>
		<category><![CDATA[winning mindset]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=408</guid>
		<description><![CDATA[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 &#8220;they didn&#8217;t have the it factor for winning.&#8221; At first I found this a strange statement, then I looked into this interesting reasoning for success on a football field. Then [...]]]></description>
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		<title>No Silver Bullets using a Unique Selling Proposition</title>
		<link>http://developingb2bsales.com/no-silver-bullets-using-a-unique-selling-proposition/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=no-silver-bullets-using-a-unique-selling-proposition</link>
		<comments>http://developingb2bsales.com/no-silver-bullets-using-a-unique-selling-proposition/#comments</comments>
		<pubDate>Tue, 31 Aug 2010 05:12:29 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[B2B sales tip]]></category>
		<category><![CDATA[commodity selling]]></category>
		<category><![CDATA[low price issues]]></category>
		<category><![CDATA[product or service targeted]]></category>
		<category><![CDATA[Sales Process]]></category>
		<category><![CDATA[unique selling proposition]]></category>
		<category><![CDATA[usp]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=402</guid>
		<description><![CDATA[Unique Selling Propositions &#8211; USP &#8211; are often presented as the strongest benefit for a given product or service within a targeted segment of accounts. Many sales consultations &#8220;yak&#8221; about how you must have a USP and without it you will rapidly move into the commodity sales trap. Well, that is find and dandy if [...]]]></description>
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		<title>Consultative Selling requires Curiosity</title>
		<link>http://developingb2bsales.com/consultative-selling-requires-curiosity/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=consultative-selling-requires-curiosity</link>
		<comments>http://developingb2bsales.com/consultative-selling-requires-curiosity/#comments</comments>
		<pubDate>Mon, 30 Aug 2010 05:03:32 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Consultative Selling]]></category>
		<category><![CDATA[ask clarifying questions]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales person]]></category>
		<category><![CDATA[B2B sales tip]]></category>
		<category><![CDATA[curiosity]]></category>
		<category><![CDATA[curious attitude]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=400</guid>
		<description><![CDATA[I have for many years stated the sales profession is the most sophisticated position in today&#8217;s business world. Therefore, the sales position requires the most sophisticated people to succeed in today&#8217; business environments. One trait that stands out for an effective b2b sales person is Curiosity. Why curiosity you ask? Good question. The reason curiosity [...]]]></description>
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		<title>Four Negative Buying Decisions</title>
		<link>http://developingb2bsales.com/four-negative-buying-decisions/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=four-negative-buying-decisions</link>
		<comments>http://developingb2bsales.com/four-negative-buying-decisions/#comments</comments>
		<pubDate>Tue, 24 Aug 2010 05:17:32 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[B2B sales tip]]></category>
		<category><![CDATA[cause and effect process]]></category>
		<category><![CDATA[decision makers]]></category>
		<category><![CDATA[Decisions]]></category>
		<category><![CDATA[law of cause and effect]]></category>
		<category><![CDATA[sales presentation]]></category>
		<category><![CDATA[Sales Process]]></category>
		<category><![CDATA[Sales Tips]]></category>
		<category><![CDATA[types of negative buying decisions]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=379</guid>
		<description><![CDATA[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 not the usual &#8220;yes&#8221; &#8211; we want you to start on… Then I expanded my search for answers by observing my sales clients activities and [...]]]></description>
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		<title>Beware of the False Coach or Champion</title>
		<link>http://developingb2bsales.com/beware-of-the-false-coach-or-champion/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=beware-of-the-false-coach-or-champion</link>
		<comments>http://developingb2bsales.com/beware-of-the-false-coach-or-champion/#comments</comments>
		<pubDate>Mon, 23 Aug 2010 05:16:50 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Sales Tip]]></category>
		<category><![CDATA[B2B sales tip]]></category>
		<category><![CDATA[false coach]]></category>
		<category><![CDATA[types of false coache mentors or influence people]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=377</guid>
		<description><![CDATA[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&#8217;m talking about &#8211; the ones who give you bad information regarding your strategy or who is the real decision maker. This is usually a tough situation since you [...]]]></description>
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		<title>Simple B2B Sales Presentation</title>
		<link>http://developingb2bsales.com/simple-b2b-sales-presentation/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=simple-b2b-sales-presentation</link>
		<comments>http://developingb2bsales.com/simple-b2b-sales-presentation/#comments</comments>
		<pubDate>Fri, 20 Aug 2010 05:06:20 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Sales Presentations]]></category>
		<category><![CDATA[b2b sales]]></category>
		<category><![CDATA[b2b sales presentation]]></category>
		<category><![CDATA[B2B sales tip]]></category>
		<category><![CDATA[How to present a sales solution]]></category>
		<category><![CDATA[sales presentations]]></category>
		<category><![CDATA[simple sales presentation]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=374</guid>
		<description><![CDATA[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 my answer is simple. First, don&#8217;t do a sales presentation until you have all the information you need to build a case for the [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Why Do We Have Competition?</title>
		<link>http://developingb2bsales.com/why-do-we-have-competition/?utm_source=rss&#038;utm_medium=rss&#038;utm_campaign=why-do-we-have-competition</link>
		<comments>http://developingb2bsales.com/why-do-we-have-competition/#comments</comments>
		<pubDate>Thu, 19 Aug 2010 05:09:08 +0000</pubDate>
		<dc:creator>Voss Graham</dc:creator>
				<category><![CDATA[Sales Strategy]]></category>
		<category><![CDATA[B2B sales tip]]></category>
		<category><![CDATA[big blue]]></category>
		<category><![CDATA[creating competition]]></category>
		<category><![CDATA[product competition. customer competition]]></category>
		<category><![CDATA[the other guys]]></category>
		<category><![CDATA[Voss W Graham]]></category>

		<guid isPermaLink="false">http://developingb2bsales.com/?p=372</guid>
		<description><![CDATA[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 a question looking for excuses regarding dealing with competition, however, as I got the question more often and from all levels of sales [...]]]></description>
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