Now is the time to be thinking about your approach to sales! The world is rapidly changing and amongst those changes are shifts in how business to business (B2B) customers are looking at salespeople. I share some shocking statistics from a study published by Forrester Research: 60% of B2B Buyers prefer not to interact with…
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Having a sales pipeline should be a given for any sales representative and monitoring pipeline health should be an absolute for any sales manager. It should be, but it seems it is not. It reminds me of the old joke/adage, “the problem with common sense is that it is not that common!” I can still…
Read More Through years of working in business to business sales, many of these years as a sales representative and many out working with countless other sales representatives, I came across many sales representatives that considered themselves the relationship seller. They were the route salesperson who would regularly check in with their customers, with ready access to…
Read More It is strange how you gather a number of similar experiences and begin to sense a trend. For me, all of sudden I have encountered situations where sale representatives either do not like to sell or are not capable of selling! I will offer some thoughts but I would really like to receive some feedback…
Read More The development of approaches around Business to Business (B2B) selling has continued to progress and has evolved in its concepts, strategies and practices. This sees closer alignment between sales and marketing with an emerging emphasis on content and digital marketing which in turn supports the shift from outbound to inbound selling. Buyers are now very…
Read More LinkedIn had long been viewed as a place to match up prospective employers and job seekers. Perhaps that was once the case, but now it has also become a very active business community. There are interest groups that match up like minded individuals in specific industries or on specific business topics. It has also become…
Read More I have grown fascinated by the shift to social selling, digital marketing and content marketing in the environment of Business to Business selling. One of the more active arenas for this activity seems to be LinkedIn. Once a job seeking/recruiting platform, it is now very much a business knowledge and networking platform. I will readily…
Read More In my corporate life I had managed a Canadian business. I had three sales teams, a national account team and a national distribution account team. The business environment was fast paced, intense and very consuming.Where was most of my time spent? It feels like (and I believe it to be the case) in internal meetings,…
Read More Sales Process vs. Sales Methodology. Both are extremely important. Both are critical to setting your sales strategy.Both are often misunderstood, miscategorized or missing!Sales Process Every company engaged in selling should define a sales process. Most do not have one, do not recall all the steps/stages or it is the knowledge of very few in their…
Read More I have spent a lot of time looking at sales processes and sales methodologies in the Business to Business (B2B) space. In a previous blog post I shared information on the changing B2B buyer and how they preferred not to interact with a sales representative and how they would rather do research on their own.…
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