Business-to-Business

B2B Selling Isn’t Black Magic

Sales Manager

Selling B2B products or services doesn’t involve any form of magic, black or any other colour. But it does require discipline and focus. There needs to be a process everybody understands, including the prospect. There needs to be attention to detail, with no stone unturned in the search for clarity. There must be teamwork – [...]

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The End of Linked In Isn’t the End

Internet Enabled Business

The end of Linked In is close now, or at least that’s the message in Is Linked In Checking Out? by Brad McCarty at TNW. It’s a good article, referring back to a previous piece in the same publication about the downward spiral in usage resulting from crappy old fashioned software and the lack of [...]

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A Role for Social Media in B2B

Internet Enabled Business

Image via Wikipedia Does Social Media have a role in B2B relationships? I’ve been trying to find a role which makes sense, and so far a definitive answer has eluded me. What do you think? There’s no shortage of Social Media consultants extolling the potential for the genre to add value to business relationships, and [...]

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Selling B2B in the People Dimension

Sales Coach

Selling B2B is never simple – there are too many influences on the decision. But the sales guy who focuses on selling to the people rather than the business in B2B can maximise the opportunity of winning, and minimise the threat of being out played by the competition. Businesses may buy what we offer, but [...]

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7 Measures of Sales Performance in Relationship Management

Sales Manager

A measure of relationship management is a crucial element of sales performance.  Once the customer relationship has been established, the sales guys job should be about driving more value from it.  This isn’t just the age old difference between hunters and farmers.  Sales reps charged with farming an account should also be hunting out new [...]

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Front Office Sales Coaching Articles

Sales Coach

For the last thirty years I’ve been selling, or managing teams who sell, B2B products or services – everything from Milking Machines to Mainframe Computers, and from Debt Collection to Outsourcing. Along the way I’ve been lucky to work with some really smart people and benefited from the best training available – in Strategic Selling, [...]

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It started in the Burlington Coat Factory

Front Office Box

Why the Burlington Coat Factory, no reason other than that’s where Gareth and Steve were when the conversation started. Their wives were “trying on” stuff and weren’t about to finish anytime soon. The two loitered amongst the leather jackets. They were planning on starting a custom development business and generally discussing opportunities and challenges. “The [...]

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