Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Posts Tagged With: Voss W Graham
Three Things Your Don’t Do in the First or Second Meeting
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I keep watching b2b sales people continue to shot themselves in the foot and admire their marksmanship rather than not shooting themselves in the first place. There are several things ...more »Five Problems We Share with Our Customers
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Just thinking about issues and problems our customers are experiencing and then realized most of the b2b sales people have the same issues or problems confronting them on a daily ...more »What is the impact of 10 percent price cut on your Profits?
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Recently, I have noticed a number of b2b sales people and sales managers at these companies cutting prices on their products and services. Interesting pricing strategy in view of the ...more »Your B2B Buyers Have Changed Tactics – Are You Ready?
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Looking into the competitive environment of b2b sales, I began to notice both subtle and major changes in the way our b2b buyers function and treat us. These changes will ...more »Time for Serious Contingency Planning
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As I look into the recent financial situation around the world and in the USA, it is time for some serious contingency planning - regarding your 2011 Sales Plan. Look - ...more »Tips for Selling to Gen Y’s
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One of the things I have noticed when reviewing the data about who is visiting this site, was the large percentage of Boomers. Since I'm a Boomer, I guess you ...more »Four Signs You Need Training or Coaching
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Every once in a while I notice some b2b sales people who believe they have arrived and no longer need to go to any form of training, sales development or ...more »Are You Using Gap Analysis to Win B2B Sales?
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Unless you are a naturally born product pusher, you should be aware of the power of gap analysis. This tool is one of the primary techniques used by the B2B Sales ...more »Are You Looking Past the Next Sale?
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I find most b2b sales are only focused upon the immediate sale opportunity coming their way. Is this the way you look at sales opportunities? The best sales people - including ...more »Ten High-Risk Triggers Impacting a Customer’s Safety
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I have shared the fact that Corporate Customers are all about Safety and Security. They base their decisions upon the degree of risk assumed to be in play when dealing ...more »Buy B2B Sales eBook by Voss
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