Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Category Page for: High Performance Selling
Buyers Do NOT Need B2B Sales People Anymore!
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Before you think I have totally lost my mind, take a moment to read what I have to say about this topic - because I believe it has more Truth ...more »Are You Optimistic or Pessimistic?
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Based upon your answer, you could be setting yourself up for future success or future downturns. I know the above statement sounds very absolute - like an either - or situation. ...more »7 Ways to Turn Off Your Buyer
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Recently, I was reviewing what is working and not working on phone calls with customers or potential customers (my version of prospects - just sounds more positive to me.) And, ...more »How Do You Get to Customer Loyalty in B2B Sales?
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In this day and age of commodity pricing and reverse auctions, it is a wonder we have an opportunity to keep a customer from one sales to another. The thought ...more »The Four Customer Perceptions of Your Role
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Every once in a while I have to take a moment to get my bearings regarding how are my customers seeing me? This is important since through the years I have ...more »Visualize Your Way to Greater B2B Sales Success
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Okay, I know some of you are thinking - "Visualize or Visualization? That is just stupid stuff made up by motivational speaker types." And, if you feel this way, you ...more »Major Objectives for Meeting Sr. Executive Decision Makers
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Recently, I had the opportunity to meet with a Sr Level Executive with a mid-size company and I realized I made a major mistake during the meeting. This broke one ...more »Be Frank in Your Discussions about Tough Issues
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One of the issues with new b2b sales people is the lack of frank or candid dialogue with a prospect or customer. Now understand I'm not saying you should be ...more »News Flash – Talent or Potential is NOT High Performance
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I was reading about how JaMarcus Russell was cut by the Oakland Raiders football team. He was the number one draft in the NFL a short three years ago. He possessed ...more »Buy B2B Sales eBook by Voss
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