photo credit: lexdennB2B sales pipelines are different. Unlike retail/consumer pipelines, there is not much you can do to change them in the short term, especially if your sales cycles are months or even years as B2B cycles often are.
In this post by Jim Logan called Focus is the key to great B2B complex [...]
photo credit: ben pollard
John Jantsch over at Duct Tape Marketing has gotten a lot of buzz on a recent post entitled Those idiots in sales just don’t get it. If your read the article, do yourself a favour and read the comments at the bottom too. John has obviously hit a nerve, good [...]
There have been a lot of posts out about how to develop meaningful relationships with clients, and how to become a trusted advisor and get out of “sales” mode. I think this recent post by Jill Konrath over at Selling to Big Companies sums it up quite nicely.
Her point is simple, yet very true. [...]
Here is a great post by Richard Fouts at Comunicado on what clients want, and how we as salespeople speak to them. I have a million examples in my own life of how this plays out, but my favourite is the story about quarter inch drill bits.
I was watching a sales trainer on a [...]
photo credit: AnnieCatBlue
In this brilliant talk by Malcolm Gladwell at TED Malcolm discusses the idea of selling people what you have vs. what they want. He tells a story about how customers don’t really know what they want because they are not aware of the options. He then proposes that it is up [...]
photo credit: Bludgeoner86
I was reviewing this post Empty Your Sales Pipeline by Nigel Edelshain over at Sales 2.0 in which he describes a pipeline review process. It caught my eye as it was extremely similar to a session found myself in a while back and it brought back some gory memories.
A small group [...]
photo credit: DeclanTM
Patrick Williams over at the Selling Sherpa put a nice piece up about what customer’s want. As I mentioned in a previous post, I like the challenge of adding to the list and started thinking about it from the perspective of social networking, or as some are calling it, Sales 2.0.
What if [...]
