selling process

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    • 1.

      The four Influencers in a B2B sale


      by Ian Dainty - 2006-11-30
      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...
    • 2.

      The Financial Influencer


      by Ian Dainty - 2006-12-04
      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) ...
    • 3.

      From Good To Even Better


      by Jim Meisenheimer - 2006-12-08
      There's a terrific article in the current issue of Fortune magazine, titled "What It Takes To Be Great."Geoffrey Colvin's subtitle for the article, "Research now shows that the lack of natural talent ...
    • 4.

      A Recipe For Selling Success and Baja Fish Tacos


      by Steve Martinez - 2007-03-18
      Mmmm, there is nothing like a great fish taco on a Sunday afternoon. Particularly, when the taco is a Baja fish taco, made fresh from a great recipe with all the right ingredients. At our house, my wi...
    • 5.

      The Buying Process - How to Stay in Step as Customers Move From Need to Deal


      by Colin Wilson - 2007-03-28
      If you ask a customer to explain their buying process, they'll probably tell you how they put a request for proposal (RFP) together, search for potential suppliers, get a decision process in place, an...
    • 6.

      Using a Sales Process - Wins & Results


      by Ian Dainty - 2007-04-25
      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 ...