Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
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Seven Things Customers Want in B2B Sales
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Recently I learned a few things about what customers truly want from their B2B sales people. Some of the things they spoke about were just common sense items to me ...more »No Silver Bullets using a Unique Selling Proposition
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Unique Selling Propositions - USP - are often presented as the strongest benefit for a given product or service within a targeted segment of accounts. Many sales consultations "yak" about ...more »Four Negative Buying Decisions
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When I began to look into what buyers and decision makers actually did after I had made a sales presentation, I began to notice different types of decisions that were ...more »Beware of the False Coach or Champion
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One of the most frustrating situations in b2b sales or any kind of major account sales, is the false coach or champion. You know the ones I'm talking about - ...more »How to Sell a Buyer – Levels of Buying
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Today I want to share some valuable information to assist you in determining how to sell any buyer you are dealing with now. I have been asked by sales people - ...more »Tidbits for Thought
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Since my goals with my clients is to get them to think about things differently, I believe it is time for a new segment for my b2b sales readers. Tidbits ...more »Tips for Selling in Hard Times
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During these economically difficult times, sales people and managers are asking the same question - "How do we create more results in today's environment?" While there are no silver bullets or ...more »Business Etiquette Mistakes You Can Correct
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The second week in June is National Business Etiquette Week in the USA. As I reviewed this topic it reminded me of a book sitting on my office shelf. This ...more »Sales Tips – Be a Low-Risk Provider
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In the world of B2B sales you will find yourself selling to a group, team or committee rather than a single buyer. This is the true meaning on complex selling. ...more »Sales Tips and Sales Techniques of the Week
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Okay, here is a quick sales tip for learning about competitors activities. Or to learn who else is calling on your clients. I have used these direct sales tips in ...more »A Networked Blog
