Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Category Page for: Knowing the Customer
Alert! Your Customer Does Not Need Your Information
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One of the biggest changes in the world of b2b sales is the FACT - Your Customers No Longer Need Your Information About Products or Services. Okay, some of you are ...more »Recognizing the 3-E’s a Customer Wants in B2B Sales
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Musing on the topic of "What do Customers Want When Assessing a B2B Sales Person or Company?" This topic seems to lack any clarity regarding what customers want and relating that ...more »How to Get a Target’s Organization Chart
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Attention to Detail is not always a strength of b2b sales people, which is one reason why so many b2b sales people fail to get an organizational chart (a.k.a. - ...more »12 Steps to Dislodging a Competitor
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Okay, maybe the title is a little misleading, however not by much. The reality is your sales skills and the use of the questioning model of selling are your true ...more »Five Common Traits of a Qualified Potential Customer
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Okay, I know - a potential customer is a prospect. I enjoy using my own terms even if I'm sharing the five most common traits of the prospect for you. First, ...more »How to Learn if You Have a Business Fit with a Prospect?
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Last week I had a couple of people ask me about "how do you know if you have a business fit with a prospect?" Which I thought was a good ...more »Four Signs of an Excellent Customer Coach
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I was thinking about the previous b2b sales tips on identifying and finding a coach within your customer's account. Then it occurred to me, how do you know if you ...more »How Does Your Coach Win in B2B Sales?
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Continuing the theme on identifying and developing a coach to help you win an account, I need to clarify how a coach actually wins. Since they are number of ways ...more »9 Points to Uncover about Your Customer
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Sometimes in the rush to move through the sales process and get to the close we forget to learn important facts about the customer's organization and the direction lead by ...more »Four Things You Need Before the First B2B Meeting
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Got a question from my one of my clients this week, asking me what a b2b sales person needs to have prior to making their first b2b sales call? So, what ...more »Buy B2B Sales eBook by Voss
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