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It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling.
When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding. As a B2B sales professional, it is important to develop a sales process that works for your business, prospects, and overall goals. Here are key steps you may want to include in your B2B sales process. >>> READ MORE
Selling to People, Not Businesses – LinkedIn
If B2B sales actually involved selling to a business, as the name implies, it would probably be a lot easier. If we were actually selling to a business — a faceless entity embodied by a brand — all we’d need to do is lay out a convincing factual case for how our solution will drive toward said objective, and the deals would take care of themselves.
But, we’re not selling to a business, we're selling to people within a business, and people are much more complex and unpredictable than the companies they represent. We need to think about their workplace dynamics, their personal ambitions, their inherent biases, and so forth. Here are some ways to focus on bringing the human touch to B2B sales. >>> READ MORE
When working with a team, the only person who can see the full picture is the manager. As people working in different areas have to be aligned, it's hard for each team member to know for sure if they’re doing the right thing. Whether positive or negative, giving feedback is the best way to guide an employee toward the right path and keep the team aligned.
There are a few ways to make sure your feedback won’t fall on deaf ears and that it won’t be taken the wrong way. Here are some of the ways you can approach these tough, but valuable, conversations. >>> READ MORE
Your sales compensation plan should drive your desired behaviors and be as simplified and clear to understand as possible.
After working with numerous companies over the years, we’ve seen it all – from high-performing comp plans to those built in ways that totally fail to support the sales process. Here are some of the sales compensation trends we’ve seen in recent years, and some best practices for building a high-performing compensation plan. >>> READ MORE
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