Posts Tagged ‘B2B sales’

Event sales tips that work on your body language, ability to establish rapport and Micro Expression – behavioural Do’s and Dont’s for your sales teams

Nothing drives away a client faster than a badly handled sales call. Is your sales team doing some of these things that clients hate most?

Review your successes from 2012 and build on them. use what you have learned to strengthen your customer engagement and grow your customer base

Over the past few years ‘Cold-Calling’ had become a favored activity of choice to generate Sales as it is believed you can contact large numbers of ‘prospects’ in a short space of time. BUT, I heard that ‘Cold-Calling’ is dead… I have to disagree and here’s why;

An old professor had a simple, yet powerful formula for pre-qualifying opportunities and markets – that is the 3 Ps of pre-qualification. Can its application earlier in the sales cycle avoid a lot of set-backs and surprises?

More and more professional buyers are adopting a ‘fortress mindset’ in their approach to dealing with sellers.

With more sellers chasing fewer customers these days, do B2B buyers have the upper hand? Well, according to buyers themselves, the answers is yes. However…

Intel recently announced another advance in chip technology that is expected to result in a doubling of computer processing power. Now you may be wondering what computer chip technology has got to do with selling. Well, quite a lot as it turns out…

I had the opportunity to work with some great B2B sellers and sophisticated process driven buyers over the past month from London, Brisbane, Dublin and New York. While working with them, we noted a number of key insights…

When dealing with a company as a supplier, it is important to have more than one contact. It is possible to end up being the victim of an “empire builder” and have no insights into the remainder of the business…