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- Stop Consulting for Free
- Selling B2B is "consultative," but there's a point where you need to turn the meter on. The concept of "consultative" selling is that the sales professional should be adding value from the very start of the customer relationship. However, if that concept is taken too literally,...
- Blog posts 2008-04-21
Additional Resources
- 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
- Racism, Selling and Morality.
- A couple of days ago, I posted a poll "Would You Sell to a Racist Bigot?" As I expected, there were plenty of people who were either racist themselves, or willing to put their distaste for racism aside in order to make a buck. Doesn't surprise me a bit....
- Blog posts 2008-02-14
- 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
- Why Your B2B Marketing is So Lousy
- Ever wonder why most B2B marketing is so gawd-awful? The reason: most B2B marketeers wrongly believe that B2B products in the 21st century should be marketed the way that consumer products were marketed in the 20th century. Unfortunately, what made Coke and Nike successful doesn't work today, especially not with...
- Blog posts 2009-06-25
- 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
- Why Selling Should Drive the Company.
- As I expected, there were many complaints about my post stating that the sales function should drive the company. In most cases, these complaints promoted a deeply dysfunctional view of how businesses work. For example, "Lee Feldman" wrote: Business exists in order to produce a product...
- Blog posts 2008-01-24
- Selling Clinton, Huckabee, McCain, and Obama
- I was recently talking to Terri Sjodin, author of the bestseller New Sales Speak: The 9 Biggest Sales Presentation Mistakes and How to Avoid Them (Wiley 2006). Smart lady. She pointed out that a B2B sales presentation isn't persuasive (meaning it won't drive buying behavior) unless it...
- Blog posts 2008-02-19
- Solution Selling is Dead.
- Mike Bosworth is probably the smartest guy I ever met in the sales training world. His first book, Solution Selling: Creating Buyers in Difficult Selling Markets, was brilliant, and full of great advice. I highly recommend it. That being said, I...
- Blog posts 2007-10-29
- Lessons from High Tech Hokum, Pt 1.
- There are a few really profound truths about selling. Some are proverbial, like "the customer is always right." Others are experiential, like "it's easier to sell to somebody who like you." But there are also some deep truths about selling that aren't so well known, and I...
- Blog posts 2008-02-27
- Some Science of Selling.
- I promised to give you some scientific evidence that M2M sales is more effective than "consultative selling." Here it is. When in comes to selling, most of what passes as "science" is speculation and anecdotes. However, there is one exception: The HR Chally...
- Blog posts 2007-10-26
- 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
- Selling in the "Information Overload Age"
- I had some more thoughts about product-oriented marketing materials and the sales presentations based upon them. The "information age" is over; we're now in the "information overload age." That's why incredibly silly when companies or the sales reps who work from them vomit forth YET MORE INFORMATION...
- Blog posts 2007-11-01
- 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
- 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
- Is Buying B2B Products Online Just a Fad?
- Conventional wisdom says that most B2B products will be sold across the web. For anything that's a commodity, customer will simply get online, compare prices, and order what they want. Sales reps are only required when the B2B offering is complex and strategic. Baloney. ...
- Blog posts 2009-08-06
- Will "Face-to-Face" Selling Be Obsolete?
- Conventional wisdom defines "B2B selling" as a road warrior calling on customers face-to-face. That notion may be seriously out of date, though. According to a recent survey, corporate hiring of outside sales reps has leveled off at a .5% annual growth, while hiring of inside sales reps is growing at...
- Blog posts 2009-06-11
- Quiz: Do Execs Prefer Face-to-Face Selling?
- A recent Sales Machine post and poll asked "Will 'Face-To-Face' Selling Be Obsolete?" About half of the Sales Machine readers who voted in that poll insisted that face-to-face would remain "absolutely necessary." So says the selling community. But what about the BUYING community? A recent poll of...
- Blog posts 2009-09-17
- 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
- Sales Training For The B2B Sales Team
- Sales training for B2B is inherently different than B2C sales training. Selling to a business requires a stronger investigatory approach and an understanding of business operations as well as product performance. B2B sales training can accelerate B2B sales growth by training your sales team in the intricacies of sales organization,...
- White papers 2009-03-17
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