lead nurturing

Lead Nurturing

Lead Nurturing What is lead nurturing? On one hand Lead Nurturing is the process of moving prospects from qualified opportunity to closing the sale. On the other hand, Lead Nurturing is the method of keeping in contact with sales prospects…
remote selling

Remote Selling

  Remote Selling Ah Remote Selling – I’m sure we’re all sick of COVID-19 at this point, and we’re also sceptical of someone ‘jumping on the pandemic bandwagon’. However, Coronavirus has changed B2B Selling. It’s an inconvenient truth but the…
trusted salesperson

Trusted Salesperson

  Trusted Salesperson The trusted salesperson may be a contradiction to some, but as we’ve written about before ((https://www.b2bsell.com/the-consultative-salesperson/) integrity is the most important characteristic of a salesperson. Furthermore, people don’t trust an organisation unless they trust their sales executives;…
how to conduct a cold call campaign

How to Conduct a Cold Call Campaign

How to Conduct a Cold Call Campaign How to conduct a cold call campaign. OK, most people hate cold calling, why? Let’s face it, it’s difficult to psych yourself up, mainly because you don’t know how, or you’ve had a…
better online sales meetings

Better Online Sales Meetings

Better Online Sales Meetings Whether we like it or not most of us have had to get used to more online meetings using Zoom, Teams, Skype, or some other variant. This has presented significant challenges to all of us and…
sales in covid 19

Sales in COVID-19

Sales in COVID-19. At this point we all understand that COVID-19 is having a profound effect on business, civil society, behavioural psychology, and the sales process. Sales needs to respond to the significant challenges and disruption that the global pandemic…
Mother and baby in home office

Working from Home Tips

  Working from Home Tips The coronavirus COVID-19 (https://www.b2bsell.com/covid-19/) pandemic is having a profound effect on the economy, how we work and our mental state of mind. The full effects will not be understood for some time. One thing for…
Role of culture and language in sales

Role of Culture and Language in Sales

Role of Culture and Language in Sales Due to globalisation the world is becoming more interconnected, but what’s the role of culture and language in sales? Sales is a process we can learn and as we all know ‘forewarned is…
Always Be Closing

Always Be Closing

Always Be Closing I’m sure many of us have heard the sales maxim Always Be Closing, ABC. It’s easy to remember but is it still relevant in the 21st Century? According to Daniel Pink’s book To Sell Is Human https://www.danpink.com/books/to-sell-is-human/…

The Challenger Customer

The Challenger Customer You may have read our blog piece on The Challenger Sale (see here https://www.b2bsell.com/5-profiles-b2b-sales-reps/). Well, CEB, The Corporate Executive Board are at it again but this time from the perspective of the buyer. CEBs latest study and…
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