Unique Skills for Business to Business Selling

Developing Your B2B Sales Skills

Category Page for: Sales Tip

The Controversial Dead File Tactic

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Okay here is a different approach to moving old customers into taking action, yet, it is controversial and is a whether bold initiative. Let's set the stage as to why this ...more »

Sixteen Words that Motivate Buyers

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You already know I'm big with word usage. The words you use can create a connection between you and the decision maker quickly. In fact, you need to understand word ...more »

Mindset Shifts for Understanding Your Customer.

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An interesting point of view is - what is your point of view or reference when listening to your customers? Are you only listening for things that fit your agenda ...more »

Three Things Your Don’t Do in the First or Second Meeting

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I keep watching b2b sales people continue to shot themselves in the foot and admire their marksmanship rather than not shooting themselves in the first place. There are several things ...more »

Five Problems We Share with Our Customers

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Just thinking about issues and problems our customers are experiencing and then realized most of the b2b sales people have the same issues or problems confronting them on a daily ...more »

Four Signs You Need Training or Coaching

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Every once in a while I notice some b2b sales people who believe they have arrived and no longer need to go to any form of training, sales development or ...more »

Ten High-Risk Triggers Impacting a Customer’s Safety

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I have shared the fact that Corporate Customers are all about Safety and Security. They base their decisions upon the degree of risk assumed to be in play when dealing ...more »

Are You Self-Focused or Customer-Focused?

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Recently I attended a sales workshop - even the people who teach go to learn more - and one of the topics emphasized during the session was title question -Are ...more »

Top Ten Reasons B2B Sales have Communication Issues

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I guess I have been watching too much David Letterman with his famous top ten lists. However, the purpose of his lists are to create humor and laughing. My list ...more »

One Thing a B2B Sales Person Must Know

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Just like the character Curly in the movie "City Slickers" continued to ask people - what is the one thing? Well, b2b sales people seem to very curious as to ...more »

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