Unique Skills for Business to Business Selling
Developing Your B2B Sales Skills
Category Page for: Selling to Top Executives
What Tone of Voice to Use In B2B Sales Call?
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Recently I had this question presented to me by a b2b sales person. At first, I thought about the typical response of "be yourself" or "match the tone of the ...more »Major Reasons Executives Say “No” to Sales Visits
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I was listening to a group of b2b sales talk about getting into the executive offices for sales visits - read as sales presentations in most cases. The interesting thing ...more »One Important Key for Credibility in B2B Sales
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I recently uncovered an interesting fact about what executives are looking for from the B2B Sales Person that improves the level of credibility for the b2b sales person. This key is ...more »First Thing is Build a Business Case
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Now to the B2B Sales Superstars this is a know advantage for their sales process. So then the question comes back to you… Are You Building a Solid Business Case for ...more »Eight Critical Concerns for B2B Sales People
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Thinking about what causes good b2b sales people to lose their confidence, feel inadequate relative to a key executive and question their right to engage a key executive prospect. Thought ...more »Got the Executive Meeting, How Do You Do it?
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After talking about having or getting meetings with the top level executives, I started getting question about… "what do I do in the meeting? What is my agenda? Good questions, particularly for ...more »Four Pathways to the Executive Meeting
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Several of b2b sales people I have worked with over the past few months have asked me about how do you get to the executive level decision makers? It is encouraging ...more »Are You Talking to the Most Powerful Decision Maker?
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For years I had determined that title was not necessarily an accurate clue as to the power a person possessed. Yet, it was more of a gut feeling rather than ...more »How to Share Business Experience with a Top Level Prospect
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Okay, several of you have asked me… "What Do I Talk About with a Prospect, If I'm Not Talking About My Product or Service?" I will get to a logical progression for ...more »Your Choice – Be a Peer or Sales Person
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As we move deeper into the world of selling to the top level people in prospect and customer organizations, you must be ready to a critical choice. This choice is ...more »Buy B2B Sales eBook by Voss
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