Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Posts Tagged With: Voss W Graham
Two Key Strategies for Relationship Selling
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While doing some research on relationship selling, I ran across these two key strategies several times. Since most b2b sales people want to have good relationships with their customers and ...more »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 »Do You Have an Elevator Speech?
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Often I'm asked about this thing called an elevator speech. And, a lot of sales people have no clue what it is, why you need one or how to create ...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 »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 »B2B Sales Requires Questioning Skills
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One of the most interesting challenges I deal with when developing a major account or national account sales team is overcoming the Presentation Model of selling. Seems to be ingrained ...more »How to Handle Tension during Sales Negotiation
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Got a question the other day about sales negotiation and what to do when the negotiation goes almost hostile? Stress and tension increase is the norm during these events. The key ...more »Critical Variables Impacting the Buying Decision
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Through the years of selling to major accounts and assisting my clients in selling to major accounts or as we like to say today - business to business selling (B2B ...more »A Networked Blog
