Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Posts Tagged With: Sales Process
Are You Still Waiting for the Return Phone Call?
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It still amazes me how a sales person will make A (single) phone call and then sit and wait for their phone to ring with the return call of the ...more »Five Pitfalls to Successful B2B Selling
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While taking some time off, I was reflecting upon the issues that hinder success in b2b sales. My thoughts ran the gambit of possible issues including hiring and selection of ...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 »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 »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 »Buying Process – Six Steps by the Prospect or Customer
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My sales tip on keeping your sales process aligned with the customer or prospect's buying process raised several questions from the group. The most common question was… "What is the Buying ...more »Know Where Your Customer Is?
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Okay, you're thinking I must have lost my mind today - of course you know where your customer is regarding their location. However, do you know where they are regarding ...more »Think Simple to Win More Sales
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It continues to amaze and amuse me watching sales people operate in selling environment. So what are they doing that amazes and amuses me? Sales people are complicating their offers ...more »Five Signals Triggering Your B2B Actions
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Recently I was reviewing several account relationships and the current sales process with each account. While involved in this exercise I was careful to watch for certain triggers calling for ...more »Uncertainty is the Curse for First Time Buyers
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In large account and major account selling, many sales people misunderstand what their real obstacle for both the buyer and the sales person. The big issue or rock standing in ...more »Buy B2B Sales eBook by Voss
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