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In this our next in this series on the biggest mistakes you can make today in B2B sales, we’re going to talk about hard selling—you know, that pushy, insistent, “wear-‘em-down-till-they-buy” approach from years gone by. Or, rather, we’re not going to talk about it. For in today’s sales world, it doesn’t work at all. Today ...

In most B2B sales you are rarely selling to just one person and even if you are, it is rare that they are making the decision without being influenced by others or perhaps even having to get final sign-off from above. The best way to navigate this challenge is to uncover and then layout the ...

Social listening is a valuable tactic for B2B brands. It’s honest and authentic and delivers a host of benefits. It can enhance reputation management, improve product development, and provide helpful consumer insight. But social listening can also be used to boost your sales strategy. Let’s break down the what and why of social listening, and ...

Has trying to sell through social media been the biggest mistake Sales has made in the last decade?

My Facebook Data, Boring, Baffling, and a Bit Scary If an online product is free, then you are what’s for sale. So true! With Facebook and other free social networking sites, everything you post or like or share or join becomes a data point that serves to identify your interests that can then be sold ...

My Tips For Success In 2019 Just Might Surprise You!

Why would you want a client to be your BFF? Your job, after all, is to sell them something, answer their question on why their product isn’t functioning the way it should or why their bill is higher than what they expected. Job descriptions never say “be the customer’s BFF”. Salespeople are viewed as instruments ...

There isn’t a salesperson alive who isn’t thinking about making their year-end quota right now. For those of you who are on a calendar-year sales cycle, you’re either resigned to the fact that you are not going to make quota, still hoping and praying for that one more deal to close, or you’ve already made ...