Sales Philosophy

Happy and Prosperous New Year to All My Visitors

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As the author of “Developing B2B Sales .com” I first want to thank you for visiting my website so often. Sharing B2B sales information and knowledge has been a great learning – for both of us.

Thank You for continuing to challenge me to stay ahead of the curve in the world of B2B Selling and then to share what I’ve learned with you.

New B2B sales tips are already scheduled for 2012 and I will be adding and updating information as I find or experience it. That is right, I’m a B2B Sales Person and proud of it. This is why you will only get useable ideas, tips and techniques from this site. No Ivory Towered Concepts here – only practical and usable information. My goal is to help you become a better b2b sales person – and it is okay to share your ideas with me too.

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Product Pusher or Solution Puller – Which Are You?

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This question is one of the more interesting questions I want answered when working with a sales person or a sales team.

Product Pusher or Solution Puller?

The answer lies based upon two factors…

  1. How much traditional sales training has a person had?
  2. What is the sales model for the organization?

When looking for one of these factors, it gives insight into how successful a b2b sales person will be – overall. Let take a closer look at what these two factors are actually telling us.

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B2B Sales Major Change Issue #5 – Align B2B Sales Training

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Today, I will share the fifth part of a five part series on major change issues for b2b sales. Today’s topic will discuss the  major issue of a lack of alignment regarding existing sales training and development with the new model of b2b selling.

This issue touches upon the real reason so many b2b sales people are creating the wrong environment for their customers to buy. The alignment of b2b sales training and development with what is needed for sales success in the future will, well, make you  better prepared for your successful b2b sales future.

This fifth issue is related to the second part of issue number four – the training of new sales people for b2b sales. In the past, it was determined the best sales people were aggressive, goal oriented and used people to get to their goals. While this model worked very well during the presentation model years of successful selling, as Bob Dylan sang – “The Times They Are A-Changing!”

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B2B Sales Major Change Issue #4 – Breaking Old Success Habits

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Today, I will discuss the fourth part of a five part series on major change issues for b2b sales.

Breaking Old Success Habits is one of the biggest obstacles for b2b sales people to make the changes necessary for future b2b sales success. And it is a two step issue – one with the b2b sales people and the other with sales managers and executives who only have traditional sales background experience.

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B2B Sales Major Change Issue #3 – Presentation Model is Dead

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Thia is part three of a five part series on major change issues for b2b sales. Today’s discussion will be on the third major issue of the movement away from the presentation model of b2b selling to the Questioning Model of B2B Selling.

I have been discussing the need for more and better uses of the Questioning Model during several b2b sales tips. Yet, again I believe it needs to be discussed continuously to show how important this is becoming.

The Questioning Model of B2B Selling is more important than ever and the presentation model of b2b selling is dying rapidly. Therefore, you must be better prepared to use the effective questioning, if you want to stay in the game of b2b sales.

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B2B Sales Major Change Issue #2 – Getting to Decision Makers

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This is the second part of a five part series on major change issues for b2b sales. Today, I will discuss the second major issue of the difficulty encountered by b2b sales people in getting to real decision makers .

I have mentioned this issue in several recent b2b sales tips, yet, I believe it needs more discussion to show how important this is becoming. The difficulty for b2b sales people to meet with decision making executives has become a major barrier to successful large account selling activities.

So what are the real issues creating this major and critical issue for change in our b2b selling knowledge?

Ask any b2b sales person if it is more difficult to get to higher ranking executives or managers today? You will get a resounding yes! Except for the B2B Sales Superstars who changed their method of selling several years ago when this issue first came up.

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B2B Sales Major Change Issue #1 – Internet Buying

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Today, I will begin a five part series on major change issues for b2b sales. Today, I will discuss the first major issue of the movement to Internet Buying of Products and Services.

While I have mentioned this issue in several recent b2b sales tips, I believe it needs its very own discussion to show how important this is becoming. The internet and website selling is moving up in the percentages of purchasing, so we better be prepared for the future.

The buying groups are headed to the internet or direct website purchasing.

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Are You a Vendor or Business Advisor?

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This question is one of the most important questions you can ask of yourself. Self assessment regarding how your customers and prospects think of you as a b2b sales person.

If you are referred to as a “Vendor” it is an indication you are selling too low in the customer organization. Therefore, loyalty is limited to your last price quote. There is no compelling reason for the buyer to open up to you with important information or issues to assist you in formulating a plan of action to help this customer. Why? Because the customer feels you are just one in a thundering herd of sales people pushing the same products and services. Their is no differentiation in their mind between you and any other b2b sales person.

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New Year’s Commitment to You – the B2B Sales Person

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Today’s post is a little different from all my previous posts. However, if I am committed to helping you achieve higher results during the coming year – well, it’s time to discuss everything that is important and then you can choose which course you want to take.

Personally, I have noticed a change in the b2b sales marketplace. Buyers and Decision makers have less and less time on their hands to meet with and discuss what we have to offer. Other changes have occurred that are even more taxing to our attitudes and ego – things like reserve auctions, internet shopping for things we sell,  RFP overload, and constant shopping of prices designed to minimize our profit margins.

Truthfully, we created some of this due to a lack of selling skills, pushy attitudes and talking too much about our products, services, solutions and offerings. In doing this too often, we created a commodity environment where our customers and prospects could only find one thing to differentiate on – PRICE. Yikes! We shot ourselves in the foot and then only admired our marksmanship. So what can you do?

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Five Fears Hurting Your b2b Sales Success

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Just thinking about what holds sales people down and having a negative impact upon their results. As I thought about five major fears came to mind.

So why would I want to think about bad stuff that could have negative impact upon your sales success? Well, I have learned the starting point for eliminating or controlling fear is to be aware of it in the first place. The worst thing you can experience is not having a clue about these fears and letting them control your actions in the marketplace. Awareness allows you to choice how you want to deal with these issues.

So let me share these Five Fears that impact your b2b sales success.

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