Developingb2bsales - developingb2bsales.com - Developing Your B2B Sales Skills
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How Discover the Information You Need 29 May 2013 | 02:55 pm
Since I am a total proponent for the Questioning Model in Sales, how do you use this model to learn the Information you need to successfully make the B2B sales? Obviously, you use questions during you...
Improve Your Trade Show Results 22 Apr 2013 | 12:34 pm
I was having a long dialogue with several clients during the past two weeks and the subject of Trade Shows came up. Seems there is concern over the return on investment with participating in trade sho...
The Single Best Question to Ask in Selling 22 Mar 2013 | 10:16 pm
Recently I have seen an increase of the number of requests for “the single best question to ask a customer or prospect” when engaged in b2b selling. Truthfully, I really do not believe there is one si...
Track Leading Indicators to B2B Sales Success 31 Dec 2012 | 02:57 am
One of the most interesting topics about goal setting and achieving greater results in upcoming quarters is to be tracking specific indicators. Now the truth is – most b2b sales people (and sales mana...
Are You Really Listening? 27 Aug 2012 | 11:32 am
Been doing some observation work with several b2b sales people and have noticed one thing. Most of the sales people need to ramp up their ability to really listen to their customers. Again the signs a...
Tried of the StatusQuo? Challenge the Decison Makers 13 Aug 2012 | 01:44 pm
Okay, how many of you were terrorized by the title of the post? I will venture a guess – all of your who enjoy the comfortable path of no possible conflict with a customer or prospect. This is same at...
Tired of the StatusQuo? Challenge the Decison Makers 13 Aug 2012 | 10:44 am
Okay, how many of you were terrorized by the title of the post? I will venture a guess – all of your who enjoy the comfortable path of no possible conflict with a customer or prospect. This is same at...
How Good Is Your Storytelling Skills? 8 Jul 2012 | 05:34 pm
Recently I have observed several sales people doing customer calls and noticed a glaring deficiency in their skill sets. Quite simply it is the ability to engage their customer with their storytelling...
How Good Is Your Storytelling Skills? 8 Jul 2012 | 05:34 pm
Recently I have observed several sales people doing customer calls and noticed a glaring deficiency in their skill sets. Quite simply it is the ability to engage their customer with their storytelling...
How to Sell the First Time Buyer 11 Jun 2012 | 02:45 pm
Talk about special situations, selling the first time buyer is one of your biggest challenges as a b2b sales professional. In fact, this is probably one of the more complex situations you will encount...
