Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Category Page for: Sales Process
Stop Educating Your Buyer – Start Finding the Opportunity
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Earlier I wrote an article about how the buyer does not need the b2b sales person anymore. And, this statement or information is true. Yet, there are some systematic issues ...more »Expect Your Buyer to Recheck Their Options
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One thing I'm seeing more of in the marketplace today is customers or buyers rechecking their options prior to making a decision. And, in some cases even after they have ...more »Are You Patient with Long B2B Sales Cycles?
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Interesting comment was made by a b2b sales person last week. "This Customer just has to move faster for me or I'm done!" Such a strong statement from a b2b sales ...more »Are You Still Waiting for the Return Phone Call?
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It still amazes me how a sales person will make A (single) phone call and then sit and wait for their phone to ring with the return call of the ...more »B2B Sales is a Process Rather than an Event
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Interestingly I am questioned frequently by b2b sales people and sales managers about how to make b2b sales work right every time. Well, sometime the answer is not what they want ...more »BS Reasons Buyers Use to Stall the B2B Sale
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Occasionally, I get into discussions with b2b sales people regarding possible stalls tactics used by buyers and decision makers. Now the reality is sometimes these tactics are just part of ...more »Nine Steps to Finding the Right Buyer in B2B Sales
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Several people have told me how valuable the section in my book - Three Games of Selling - is about identifying who is ready to buy and who is not ...more »Use the Farmer Concept to Win B2B Sales
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Now I know some of your are thinking - I'm not a Farmer, I'm a Hunter - so this will not work for me. So stop right there and realize ...more »Buying Process – Six Steps by the Prospect or Customer
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My sales tip on keeping your sales process aligned with the customer or prospect's buying process raised several questions from the group. The most common question was… "What is the Buying ...more »Know Where Your Customer Is?
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Okay, you're thinking I must have lost my mind today - of course you know where your customer is regarding their location. However, do you know where they are regarding ...more »Buy B2B Sales eBook by Voss
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