b2b selling

Falling in love with helping customers and transforming their business

Falling in love with helping customers and transforming their business

To many, sales is monotonous, an endless cadence of block and tackle, kick and punt; or ruck and maul if…

The Seven Sins of Selling

The Seven Sins of Selling

There are certain sales behaviours that can actually damage the chances of success. Assertiveness is often interpreted by prospective purchasers…

Solution Selling vs The Challenger Sale

Solution Selling vs The Challenger Sale

The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the…

Five Predictions for B2B selling in 2015

Five Predictions for B2B selling in 2015

Henry Ford said: “If I had asked my customers what they wanted they would have said a faster horse.” Alan…

LinkedIn Centers Will Eclipse Traditional Call Centers

LinkedIn Centers Will Eclipse Traditional Call Centers

Strategic selling is fundamentally defined by the seller targeting the buyer and proactively engaging to create value and set the…

How to Build Your LinkedIn Center. Social Selling 3.0

How to Build Your LinkedIn Center. Social Selling 3.0

2015 will see the dawn of the rise of “LinkedIn Centers” to steadily replace traditional B2B marketing activities for demand…

Overcoming Rejection

Overcoming Rejection

“No one can make you feel inferior without your consent.” – Eleanor Roosevelt Sales is a journey of failing forward,…

Quest for The Holy Grail of Sales Enablement

Quest for The Holy Grail of Sales Enablement

There I was, standing in a large corner office on the 42nd floor of a city high-rise waiting for my…