Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Category Page for: Influencing the Sale
Three Important Follow-Up Sessions for b2b Sales
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For b2b sales people, the standard follow-up note, email or text is not enough if you are going after a really big project. While the standard follow-up is a good ...more »3 Ways to Simplify the First B2B Purchase
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Many times a b2b sales person will charge a new account using a frontal assault tactic, pushing a complex solution on the first time b2b buyer. Talk about some bad ...more »Once More – Reduce Risk to Win B2B Sales
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One of the main issues or reasons for either "no decision" or "we're going with competitor x" is directly related to the decision maker feeling your solution or offering is ...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 »Sixteen Tips for Getting Long Term Customers
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Today, I see sales people working really hard yet, missing the point of keeping customers for the long term. Long term customers are usually the most profitable and most fun ...more »Three Ways to Turn Off Prospects and Lose the Sale
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Today, I am sharing something that should be a no-brainer for all sales people. Yet, I see and hear the opposite behavior more than I should if the objective is ...more »7 Reasons You Talk too Much
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Talking too much is a curse for effective sales people. It opens the door to "winging it" strategies - er - mistakes which haunt a sales person as the customer ...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 »Two Ways to Lose the Emotional Win
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Earlier I wrote about the importance of emotional wins and three ways to build on an emotional win. This tip will cover two primary mistakes used by sales people to ...more »Emotional Wins Get the Business
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One thing that continuously amazes me is the inattention to the emotional wins needed for a "person" to make a buying decision. When I ask a sales person, how does ...more »Buy B2B Sales eBook by Voss
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