Are you touching base with all of the buying influences in your prospect's account?There are four groups of people you have to pay attention to in any B2B sales situation. Each of these groups - it ma...
In my last article, I talked about the four influencers you have to deal with in a B2B sale. The four influencers are again.1. The Financial Influencer(s) 2. The User Influencers 3. The Gatekeeper(s) ...
Being a business coach or an executive coach is a role that many business consultants are readily embracing given the tremendous increase in this exploding field. With less people both in numbers and ...
It is always interesting when you sit with a group of sales people and the subject turns to sports. No matter what the sport, there is the inevitable talk of the leaders and their potential accomplish...
Last time we discussed how no matter what you do, what business you're in, what you're involved in pursuing, or what relationship you're trying to build or impact, the old saying that "nothing happens...
You've been in this situation before. You spend an entire afternoon talking animatedly about the merits of this one product you're trying to sell; and after wasting about a bucket of saliva on the ...
Attracting the attention of new customers given the numerous marketing vehicles involved and the increase in competition is an ever increasing challenge. For many small business owners and executives...
Business people do not buy for many reasons. Usually the resistance also called stalls and objections to buying something begins with the simple word of No. However, behind this no are numerous reas...
"Winning athletes need to plan their training routine; train under the conditions that will be similar to the actual event; control their diet; set targets to be achieved; monitor progress and perform...
When considering how to sell in a B2B environment, there are two factors that are very important to each buying influence. Each influencer in a B2B sale looks at the impact of your product or service ...