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- Do Your Customers Value You?
- B2B sales is all about providing value. But do your customer really value you and your firm? And if so, how much? The brainiacs at CSO Insights have done a lot of high quality research into why customers value certain vendors while treating others as...
- Blog posts 2008-02-18
- Information Gathering Made Easy.
- B2B sales is all about solutions, and solutions are all about customer needs. Unfortunately, figuring out those needs must take place early in the sales cycle, when you have the least rapport and when the customer is naturally wary. The time-honored technique to gather this information, and...
- Blog posts 2007-07-23
- The True Meaning of B2B Sales
- The True Meaning of B2B SalesRE: The True Meaning of B2B SalesQUOTE: the sole concerns of top management: profitability, image and innovationI agree that top management thinks image is important, but I often think they're more concerned with their own image than the image of the company.Image and innovation are...
- Discussion threads 2008-10-01
Additional Resources
- Your B2B Customers: A Field Guide
- B2B Customers come in several varieties. Some are decision-makers; others are simply influencers. Even so, if you’re going to make that big B2B sale, you’ll need to get all of them on board with the deal. To help you with this process, here’s a compilation of most common...
- Blog posts 2009-05-12
- Whiteboard Video: The B2B Marketing Challenge
- Whiteboard Video: The B2B Marketing ChallengeBasic, but the start of good strategyOne thing to add to this is the addition of the audience framework for communicating within this funnel.At our agency, Schermer Kuehl, we organize by a process we've named Streamlined Messaging. By Streamlining, you can organize the first part...
- Discussion threads 2007-04-24
- The 7 "Emotional Hooks" for B2B Selling
- A Sales Machine reader writes: I have been in B2B sales the last ten year or so. In B2B sales very rarely is the purchaser the end user, so what satisfaction does he get out of it? What emotionally will drive him? Can you tell me what ties the...
- Blog posts 2009-08-03
- Report: Nielsen Mag Sale Could Come Friday
- A sale of Nielsen’s b2b mag titles to James Finkelstein’s News Communications could come as soon as Friday, TheWrap continues to insist, even as the company signals it plans to keep the properties. While the Nielsen mags in question, including THR, Billboard, Adweek and others, have long been...
- External links 2009-11-19
- Cincom Expert Access E-Zine B2B Humor Cracks the Complex Sale Code
- Cincom's award-winning Expert Access e-zine provides some hilarious and irreverent B2B humor and objective real-world business advice on how to win in today's complex sales environment with its latest feature article titled "I Came. I Saw. I Shot Two Donkeys" published today. In an interview with best-selling author of "How...
- Research articles 2005-08-15
- A Perfect Example of "Pure" Selling
- We've been discussing the classic sales trainer Tom Hopkins on this blog for the past week or so. During that process, I've discovered that there's a fair amount of snootiness when it comes to Tom's teaching, and general feeling that it's out-of-date and obsolete. IMHO, one of...
- Blog posts 2008-09-10
- B2B Selling: Can You Win the Game?
- Think you've got what it takes to sell B2B? Here's an simulation game based on a conversation with sales guru Neil Rackham to tests your selling savvy. Scenario: You've just been handed the name and phone number of a local company that's almost identical to one of...
- Blog posts 2009-04-21
- Sale of Agor - French B2B Exhibition Business.
- LONDON, July 10 /PRNewswire/ -- Emap plc (EMA.L) today announces that it has completed the sale of its French B2B exhibition business, Agor, to GL events S.A. for a cash consideration of EUR85m. Agor's business comprises the retail trade exhibitions ...
- Research articles 2007-07-10
- Time4 Media sale includes B2B titles
- Among the 18 titles, including 16 Time4 Media titles and two parenting consumer magazines, sold by Time Inc. to Bonnier Magazine Group Stockholm division World Publications (Winter Park, FL) are two B2B titles, including "Shot Business" and "Transworld Business" as well as "Popular Science." Time Inc. purchased the Time4...
- Research articles 2007-02-01
- Covente Offers New Telemarketing Service; Leading B2B Demand Generation Firm Expands Service Offering to Meet the Needs of the B2B High-Tech Marketplace
- ATLANTA -- Covente, Inc., a premier provider of strategic pipeline solutions for business to business (B2B) technology and services companies, today announced its new Telemarketing service offering. Covente adds Telemarketing to its Strategic Pipeline Solutions to help address growing demand from its client base and to expand Covente's own market...
- Research articles 2005-12-14
- RBI Timeline: How The Non-Sale Unfolded In Links
- Today's news that Reed Elsevier's proposed auction of B2B division Reed Business Information has failed comes after months of behind-the-scenes negotiating, departures and optimistic predictions from the publisher. The next installment in the tale is likely to be the restructuring of RBI and—eventually—another invitation to anyone that might be...
- External links 2008-12-10
- The Seven Myths of B2B Marketing
- The Seven Myths of B2B MarketingWhy Bash?Simple. Because unless somebody points out that most Marketing is the proverbial naked emperor, bad Marketing practices will continue forever. That's the problem with having a corporate function that congenitally avoids quantitative measurement that's tied to their own activities. The...
- Discussion threads 2008-01-04
- Essential Videos: The Art of the Sale
- I've seen a lot of sales videos in my time and posted a few on this blog, but I've yet to see any that so vividly encapsulate the world of high-tech B2B selling as this incredibly accurate series. These six short videos provide as good an education about how...
- Blog posts 2008-09-15
- Use the Meltdown to Create Success
- Use the Meltdown to Create SuccessRE: Use the Meltdown to Create SuccessSeveral years ago, I attended a Microsoft-sponsored sales training class that they now refer to as the "3-day MBA" class. These sessions are conducted by former CxOs, and are intended to help a salesperson understand how to get...
- Discussion threads 2008-10-20
- B2B Auctioneer Dovebid Secures $85.5 Million in Series C Funding
- Business Editors FOSTER CITY, Calif.--BUSINESS WIRE--March 6, 2000 Softbank Capital Partners Leads Round, Texas Pacific Group Follows; Fremont Ventures and Mayfield Fund Re-Invest DoveBid, Inc., a leading online and Webcast B2B auctioneer and capital asset sale advisor, today announced that it has raised $85.5 million in...
- Research articles 2000-03-06
- Be a Consultant = Lose the Sale.
- That's right. If you're going to do what's generally called "consultative selling," the last thing you want is to be seen as a "consultant." It's strange but true. Here's why. Over the years, the term "consultant" has accumulated a suitcase-full of...
- Blog posts 2007-10-23
- BREAKING: RBI Sale Canceled; Reed Elsevier Still Wants Rid In Medium-Term
- The verdict is in and the answer is: no sale. Reed Elsevier (NYSE: RUK) has announced that its torturous, nine-month campaign to sell the B2B magazine division is over. Reed announced to the stock market this afternoon that it has "terminated discussions with potential bidders" and that due to...
- External links 2008-12-10
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