Like a chainsaw, the phone is a very powerful tool. In fact, both the phone and the chainsaw are implements which, if used with proper preparation, precaution, and execution, can produce wonderfully efficient results. However, each of these tools, if used improperly, can bring about disaster of somewhat similar proportions.

Every salesperson has a telephone on their desk, and a cell phone on their person; and these phones are a little too easy to use... in less than 30 seconds a seller can dial a number and speak to an important party, or have an opportunity to leave a detailed message on voicemail.

In today’s time-starved work environment, B2B salespeople too often end up in phone trouble when attempting to set appointments—thrusting themselves into phone dialogue with little or no preparation, in a misguided effort to get more things done. The result is dull, shop-worn, phone dialogue that fails to tantalize a new business prospect or customer and makes salespeople sound like every other peddler who comes calling. The net effect: No appointment... or, at best, a poor quality appointment. 

The Phone Call Hall of Shame

World-class B2B sales training and consulting firms understand the power and importance of communication and spend time developing and executing a communication strategy. Ongoing communication with existing customers as well as other members of the consulting firm is often overlooked to the detriment of organizations.

Two Types of Communication

There are two types of communication that need to take place to keep a firm healthy and growing: 

External = Current customers and prospects

Internal = Coworkers and other members of your consulting firm

Here are some tips on how to develop a plan for each:

Too many B2B salespeople think selling is about pitching, pitching, pitching. In reality it is about asking, listening and developing solutions to customer needs. Asking questions is an art form understood by few. Here are some tips on how to ask outstanding questions:

I travel the globe delivering B2B sales training. To stay motivated I often tell myself the world is a better place because of my contributions in this area. If you’ve ever had the pleasure of working with someone I’ve trained perhaps you would agree.

The downside to being a b2b sales consultant is air travel. Flying is not too bad as long as I get an exit row seat or an occasional upgrade to first class. Most of the headaches I encounter with travel have to do with the people I sit next to or near when flying. Check out the list of people I’ve met while flying as well as the passive aggressive tactics I use to make the best of my time near them.

Special note: Generally I prefer a direct approach to resolving conflict. Unfortunately my experience with this method when flying has caused more tension than resolution in the past. I understand a passive aggressive approach is not the best way to deal with people and resolve conflict; however, due to the short duration of most flights an indirect approach is often a better way to deal with some of these folks. Plus some of these things I do provide some entertainment value during a trip… something to pass the time. Many B2B sales consultants will find familiarity with some of the following personalities.

If you are a B2B sales consultant or trainer who conducts onsite workshops—half day, full day or multi-day—here’s a list of items you should have ready to go the day of a B2B sales training workshop:

1. A Room

Reserve a room away from the client's office that is large enough for the group and allows people to have plenty of table space as well as room to get up and move around. A good rule of thumb is at least 50 square feet per participant. Do the math and the room size for a workshop with 30 participants should be at least 1500 square feet. Conducting a B2B sales workshop in a cramped environment inhibits learning.

2. Tables and Chairs

Be sure to give participants some elbow room and avoid seating participants with their backs to the facilitator.

3. Flipcharts

Have two or three available full of self-adhesive flipchart paper. Note: There is a difference between a flipchart and an easel. A flipchart is sturdy enough to write on during a workshop.

Connecting with salespeople during an onsite sales workshop as a B2B sales consultant and trainer can be a bit of a challenge. Let’s face this fact; salespeople would rather be selling than learning even if they could benefit from a workshop. This dilemma becomes even more intense because the sellers attending a training workshop are all a bit different.

Personality Types

Welcome to the wild world of B2B sales training! If you're a B2B sales trainer, you no doubt came to the position with years of experience.

As a B2B sales consultant who travels the globe helping sellers improve sales performance it is easy to pack on the pounds. Here are five tips on ways to burn some calories when you are on the road:

1. Take the steps!

When given the option to take an elevator, escalator or steps, always take the steps. A great way to end a busy day is take the steps instead of the elevator even if your room is on the fifteenth floor!

As B2B sales consultants and trainers we are constantly faced with the challenge of finding new customers so we can drive growth of our firms. A trend to stimulate growth is to do this organically via thought leadership.