Properly identifying the decision maker(s) may be the single most important aspect of the sales process. Certainly, this is no different in social sales. Specifically, we are looking for that person who has the … Money Otherwise known as the “MAN”. If they don’t have the money, or they are not willing to part with it,
For that matter, who says that they can’t excel at sales period? Recently I posted a discussion topic to a private LinkedIn group. The article that I shared created quite a stir by asserting that introverts can be great leaders. Well, you would of thought that we were discussing the end of the world as
True cold calling in B2B selling is probably fairly close to being a lost art. If not, it should be. I’m talking about finding a street and then knocking on every office door one-by-one without the slightest idea of what might lie behind that wooden, metal, or glass barrier. The same can be said of “smiling and
As someone who has spent his entire professional career in B2B sales (since 1977), there have always been things that I love about the business (money, independence, competition) and things that I don’t (cold calling, not knowing enough about my customer, doors slammed in my face). Regardless, having a “thick skin” has always been a
Very early on in my selling career I was taught what people buy (benefits) and when people buy (when an emotional decision is made). What nobody told me was … How do individual people buy? What process do they go through? Why do they buy in the first place? Yes, the fact that the product or
Never in my 35+ years of B2B selling has the “professional salesperson” bar been set so low. While that is a very discouraging state of affairs, for those of us who are in sales and at least have a pulse … we have an outstanding opportunity to really stick out in a crowd. All you
