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…
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 sure;…
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 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…
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…
I Want to Think About It This is the next part of objection handling, I Want to Think About It. We’re just looking at one aspect “I want to think about it”. As we mentioned before (https://www.b2bsell.com/sales-objection-handling/), more often than…
How To Use Ringless Voicemail To Land More Clients Want more clients? Check out these six ways that ringless voicemail can help forward thinking businesses. Ringless Voicemail Technology Ringless voicemail has emerged as the next evolution of technology for marketing…
Sales Objection Handling Sales objection handling can be a tough job but don’t view it as something negative, more often than not it’s a sign of interest and often it’s a ‘buying signal’ (see https://www.b2bsell.com/buying-signal/ ) This is such…
Prospecting I’m sure we’ve all heard the two sales maxims “sales is a numbers game” and “luck is not a sales strategy”. Both maxims are true and obvious, but are frequently ignored. Sales is a Numbers…
Exhibiting at a Trade Show Why in the age of digital marketing and the internet do we need to exhibit at a trade show. Well one simple reason is to get more business, which let’s face it is the objective…
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