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- 5 Simple Steps to B2B Sales Success
- 5 Simple Steps to B2B Sales SuccessRE: 5 Simple Steps to B2B Sales SuccessBill’s description of a successful sales process is good from a 50,000 foot view. At the same time, B2B sales, as we teach it to our clients, is heavily dependent on an ROI analysis. The numbers used...
- Discussion threads 2008-09-29
Additional Resources
- 5 Simple Steps to B2B Sales Success
- Here's the most elegant definition of B2B sales that I've ever found. It presents the process in five, simple steps. by Geoffrey James
- Blog posts 2008-09-26
- Attitudes for Sales Success: Checklist
- One of the more interesting people that I've interviewed over the years is Tom Black, the author of "The Boxcar Millionaire." While he's successful at B2B financial selling, his roots are back in the old style. In fact, he actually got his start selling Bibles door-to-door....
- Blog posts 2008-12-02
- The Seven Myths of B2B Marketing
- One more post on this subject and then I'm moving on to more practical topics. I've gotten a lot of comments from my so-called "bashing" of Marketing, so rather than answering them individually, here is a list of the seven most common misconceptions about B2B Marketing: ...
- Blog posts 2008-01-04
- The Future of B2B: Like It or Not
- Ten years ago, I made five predictions about the future of B2B selling, all of which have come true. (See "Next Tuesday I Will Reveal the Future".) Today's post provides ten new predictions about how B2B selling will change by the year 2020. I hope you'll find...
- Blog posts 2009-07-28
- Live Post: Sales 2.0 Conference in Chicago
- Today I’m posting a “running update†of everything that happens at the Sales 2.0 Conference in Chicago. This conference sponsored by one of my publishers SellingPower features real-life customer stories about how they use the latest technology. It will probably be worth your time to check this...
- Blog posts 2009-09-10
- 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
- Sales is essential, Marketing is not.
- Marketing folk continue to throw brickbats at sales pros. The latest salvo came from BNET's new PR blogger Van Travis, whose post Bad Marketing Follows Bad Sales trots out the traditional complaints. According to Van, many if not most sales pros are: Uncommunicative. They "spend so much time...
- Blog posts 2007-07-19
- Business Relationships = Sales Success.
- It's often been said that B2B selling largely consists of developing a relationship with the customer. Most sales pros think that a customer relationship should like a friendship. Wrong. You can be friends with plenty of people and never get any business from them. So here's...
- Blog posts 2007-12-04
- The Five Sales Call Myths
- Customer calls - whether in-person, on-phone, or online - are the heart and soul of B2B sales. So it's surprising that misconceptions about sales calls abound, even among sales pros who ought to know better. Here are the most common myths and how they torpedo sales success: ...
- Blog posts 2007-07-16
- Take the B2B High Growth Test
- There are some B2B suppliers who radically change the way their customers do business. Here's eight ways a B2B company can do this. Test your company against them. Many successful high growth companies had disruptive solutions that changed the way their customers did business. They created advantage...
- Blog posts 2009-10-07
- How to Sell Manager-To-Manager
- At the highest level, B2B sales is really M2M sales. If you want to build a strong customer relationship that's mutually profitable, you must be capable of managing some function of your customer's business better than the customer could do it alone. And that means you've got...
- Blog posts 2007-10-25
- Why Marketing Wastes Money.
- Why Marketing Wastes Money.Any specific recommendations?You've spent a number of posts hammering away at how useless a "classical" marketing organization is. Actually, I happen to agree with much of what you've said: the ultimate goal of marketing should indeed be to generate qualified sales leads. I'm very...
- Discussion threads 2008-01-03
- Invest in Sales Training or Marketing?
- A reader writes: I purchased a staffing agency that provides outstanding customer service. The company has literally been open everyday for the last 52 years, including every holiday and every weekend. We have two vans and two drivers that ensure workers are dropped off and...
- Blog posts 2008-06-16
- 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
- Measuring Marketing Performance
- Marketing is a necessary investment for generating and maintaining profit, rather than just an expense. Finding, getting, and retaining business costs money. As a result, marketing executives need to know the return on investment ROI of their marketing expenditure. However, measuring marketing activities can be problematic. To take a simple...
- Articles 2007-11-26
- Top 5 Lies That Marketing Tells Sales
- There are a lot of very talented people in marketing. However, the sad truth is that many of them are still trying to market like it's still the 1980s. They spend big money while adding little value. Whenever I run across such groups or individuals (and...
- Blog posts 2009-02-19
- 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
- Needed: A PhD in Sales.
- The term "sales pro" may be apt, but colleges still treat selling as a unskilled trade rather than a skilled profession. The failure to recognize the importance of selling skills in every aspect of life-not just business-is a perfect example of what's wrong with today's academic community.Let's take inventory....
- Blog posts 2007-07-02
- Check out the SellingPower Videos!
- If you're serious about learning how to sell -- and about issues relating to sales process and sales management, you've just got to check out the new BNET feature, SellingPower Videos. CLICK HERE. The host and interviewer for the videos is Gerhard Gschwandtner, the publisher of...
- Blog posts 2007-09-12
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