What makes a good B2B sales person?
In many parts of the world, sales people have a bad reputation. They are often described as liars who trick people into buying things they don’t need, or painted as ultra-competitive mercenaries willing to do anything to reach their goals. When people are asked how they came to this conclusion, you’ll hear stories about used car sales men, or aggressive telemarketers interrupting family dinners. Such experiences give the sales profession a poor reputation.
Why you need to do more than name + define your sales pipeline stages
The state of the sales pipeline reflects the health of any sales process - and in anything other than the simplest of sales transactions, that process goes through multiple stages.
Providing a map & shared language – why sales process is key
Faced with more competition than ever before, companies are dedicating more and more resources towards communicating what makes them stand out. However, for customers researching solutions online, offerings look very similar. While differentiation is important, HOW you sell is key to success - and will become even more so in the future.
Why coaching determines future sales performance
Leading b2b sales teams in today’s competitive market is tough. The selling landscape has become much more competitive and buyers more knowledgeable. Global financial instabilities and high workloads create additional difficulties.
Because of the changed landscape, the sales profession needs to improve. How you sell is becoming just as important than what you sell.
B2B sales = change management
Working with complex b2b sales is really about change management. You are helping people make the improvements needed to move their business in a positive direction. However, in order to improve, they will need to change how they do things and you are interrupting their status quo. The more risky and cumbersome they perceive this change to be, the more complex the deal becomes.
Why doesn't sales methodology get more attention?
According to FreeDictionary.com, the original definition of Methodology is, "the theoretical analysis of the methods appropriate to a field of study or to the body of methods and principles particular to a branch of knowledge." Over time, the definition has changed and one present day version is, "A body of practices, procedures, and rules used by those who work in a discipline."
