sales mindset

Sales Mindset

Tony Robins says that success in life is 80% psychology and only 20% skills, whether that’s true or not, one thing is for sure, in sales, developing the right sales mindset is paramount.           Before developing…
sales discovery questions

Sales Discovery Questions

What are the most powerful sales discovery questions? One of them is not, “are you happy with your current solution”, although in all fairness it’s not an inappropriate question used in the right circumstances. However, try to not to rely…
the transparency sale

The Transparency Sale

The Transparency Sale When most salespeople think about the concept the transparencty sale, I suppose Saint Augustine’s quote comes to mind, “Please God, make me good, but not just yet”. However, here’s the thing, been open and transparent in the…
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…
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