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Posts Tagged With: b2b sales
Barriers to Overcome to Get Decisions to Buy
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To continue the theme of why it is getting harder to be successful in b2b sales today, I thought it would be a good idea to clarify the barriers to ...more »Is It Getting Harder to Succeed in B2B Sales?
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Seems to be a recurring theme these days when talking with B2B Sales people today. With the exception of a small group who consistently tell me they are doing extremely ...more »Four Reasons Why Long Term Account Relationships Fail
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I was looking at a list of old clients last week as I was reviewing some new strategies for the new year. During this research I began to think about ...more »Persuasive Statements Based upon See, Hear or Feel Buyers
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Now that you have your list of words as well as some understanding of how all these words help identify your buyer or decision makers thinking language, you are now ...more »Words to Identify a Kinesthetic Buyer
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After writing about the three primary representational systems, it is time to give you a list of the words using by the different systems. So, this is Part Three of the ...more »Are Your B2B Sales Goals Identified for 2012?
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Just a gentle reminder, you should have your B2B sales Goals for 2012 established, noted and in some cases - launched. If you have neglected to set your new goals for ...more »Are You Helping Your Buyer to See, Hear or Feel Your Solution?
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Well, Are you helping your buyer to see, hear or fell your solutions? For that matter, are you truly communicating with your buyers or customers - the way they want ...more »10 Reasons – Why People Buy
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While looking through some old notes during the holidays, I found this handy list of 10 reasons or basic needs used by people to buy. And, I thought you may ...more »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 »Are You Planning Every Customer or Prospect Contact?
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One thing I noticed with high tech world we live in - few people actually plan their customer or prospect contacts. Winging it is ruling the day due to the ...more »Buy B2B Sales eBook by Voss
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