General B2B Sales

Four Major No-No’s During the First Visit

by

It seems that self confidence comes to b2b sales people in different shapes and forms and when the self-confidence level is low – well certain things happen during the first meeting causing a large gap to form between you and the buyer or decision maker.

So I decided to make those of you needing a little more awareness of four major no-no’s during the first visit or meeting.

These items usually create insurmountable gaps between you and the decision maker which makes winning the account or business a low probability. However, I have also found that not knowing things is usually the direct cause of the mistakes. Therefore, awareness is something that strengthens your abilities to handle any situation to your advantage.

The Four Major No-No’s During the First Meeting are…

Read more…

Lead, Sell or Get Out of the Way by Ron Karr

by

Hey, you know I don’t usually talk about books and other processes – however, my friend Ron Karr has a best selling b2b sales book. I can highly recommend his book as a great b2b sales resource. Okay, here is the deal – Ron actually is offering the first three chapters of his book as … Read more…

Five Pitfalls to Successful B2B Selling

by

While taking some time off, I was reflecting upon the issues that hinder success in b2b sales. My thoughts ran the gambit of possible issues including hiring and selection of high quality b2b sales people – sales training and development using the right processes for your industry – quality of sales leadership – the rules, policies and structure of an organization – and finally compensation or incentive programs.

In the long run, I narrowed it down to five major pitfalls to b2b sales success

Read more…

Practice to be a Sales Professional

by

It continues to amaze me how often sales people claim they want to be or are sales professionals. Then I mention “role play” and they have 1001 things to do, don’t have the time, or find it is not reality.

The truth is most sales people would prefer to go to the field of play – the customer or prospect’s office – than to practice their sales skills or sales techniques. Their approach is to “wing it” so they can flow with the customer or prospect. That planning a sales call takes too much time and is meaningless.

The reality that I find most common is these same people are the worst sales people.

Read more…

Change is Everything in B2B Sales

by

Once I realized that everything I do as a B2B Sales guy is to facilitate change, my sales success accelerated. If I didn’t master the art of change, I would have a difficult time becoming successful in the world of selling. Here is what you must understand as a sales person – Change is Everything.

When I have mentioned this topic to some of my sales clients, I get all kinds of responses – from agreeing openly to rolling their eyes in disbelief to getting a quizzical look on their face. It is not a topic that has been discussed often in sales training or by their sales managers. Yet, why not? Okay, for you doubting Thomas’ out there – read on and you will learn the everything you do in selling is linked to change.

Read more…

What is B2B Sales?

by

Recently, I realized that not every one knows what is meant by the term B2B sales. So, today’s post is focused upon explaining this term. B2B Sales is short for Business to Business Sales. Business to business sales definition? Means sales to a business or b2b rather than selling to a consumer – the end … Read more…