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Enabling B2B Sales & Marketing

The 7 Deadly Sins of B2B Sales

Posted by Bruce Rasmussen on 03-Mar-2017 13:34:07

2017 is well underway. Depressingly, it's not difficult to see what HASN'T changed when it comes to B2B sales practices.

But if we can all agree on what's wrong, at least that gives us an agenda of what to fix! The usual suspects are all here in this list of 7 deadly sins: engaging the customer too late; selling the steak and not the sizzle, and thinking that "relationship building" is the holy grail of sales, just to name a few. 

Here's a full list of what we're seeing that's wrong in B2B sales - what we're calling the "7 Deadly Sins of B2B Sales" - and how to fix them...

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Topics: Sales

The Buyer Test: How to Spot a Genuine Customer

Posted by Bruce Rasmussen on 24-Feb-2017 15:16:25

The Buyer Test - How to Spot a Genuine Customer.jpgIn our last article, we celebrated those wonderful sales prospects who are brave enough to tell us the truth and reject a sales proposal if it’s not for them.

They don’t lead us on to avoid confrontation, or waste our time by requesting a quote that they’re never going to read, let alone accept. Their honesty means we can both move on - but unfortunately, all too often in sales this is not how it goes.

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Topics: Sales

Why You Should Welcome Sales Rejections

Posted by Bruce Rasmussen on 10-Feb-2017 14:32:26

I just had a prospect politely refuse to have a follow-up meeting with me.

Am I sad? Hell no! I'm rejoicing - if only some other folk I call on were this upfront and honest!

This may sound a little strange coming from a business owner whose role includes "sales" - surely rejection is never a good thing? We’ll actually, sometimes it can be. Let me explain...

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Topics: Sales

The salesperson of the future - 6 tips for 2017

Posted by Bruce Rasmussen on 02-Feb-2017 12:19:05

As buyers continue to change how they buy, sales people need to keep evolving.

But how - and why?

In short - the salesperson of the future will be the one that adapts his/her selling processes to match the new way in which buyers buy.

There are lots of disrupting influences in the B2B marketplace at the moment - the move to the cloud, social media, globalisation, etc. These issues are disrupting commerce - but the accompanying change in how buyers buy in particular is disrupting and making irrelevant the "old ways of selling"..

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Topics: B2B Sales, Sales, Sales Methodology

7 Golden Rules of Sales

Posted by Bruce Rasmussen on 12-Jan-2017 16:52:47

You might have heard the analogy about sales (including social selling) being like a cocktail party.

The person at the party people want to talk to is NOT the guy talking about how great he is. Rather, it's the person who's doing active listening - responding to and engaging with what others have to say. 

Sales is the same. Successful salespeople are not those who yammer away at the prospect with a megaphone, talking incessantly about their products and services. Instead, it's the person who listens to the prospect's pain points and challenges, showing understanding by articulating the problem and painting a picture of a solution before ever mentioning their own product. 

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Topics: B2B Sales, Sales, Sales Methodology

Our Most Read Blog Posts from 2016

Posted by Bruce Rasmussen on 06-Jan-2017 13:19:08

2016 was a big year in sales and marketing. In order of popularity, here's a collection of our most-read posts from the last 12 months:

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Topics: B2B Sales, Sales, Disruptive Selling

How to Sell More Without Mentioning Your Products

Posted by Bruce Rasmussen on 01-Dec-2016 16:17:20

Why talking about your company, products and services won’t get you the sale

OK – hands up – how many of you have proudly invested in your “company presentation”, insisting your sales team includes it at the start of every customer meeting?

Typically, it will go something like, “Here’s how we started – here’s our staff – here’s our locations – here’s our products and services…” and so on. What a great way to bore a customer to death!

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Topics: B2B Sales, Sales, Disruptive Selling

How to sell in a world of buyers overwhelmed by content

Posted by Bruce Rasmussen on 20-Oct-2016 15:42:24

Did you know that - with all of our frantic content marketing efforts - we're actually sending our buyers into what's become known as "Content Shock"!

How much content are we actually consuming every day?

I'm reading a wonderful book entitled The Content Code: Six Essential Strategies to Ignite Your Content, Your Marketing and Your Business.

Early on in this book, I learned a lot about how our content consumption habits have changed over the past 100 years or so:

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Topics: Sales, content marketing

10 Reasons You Suck at B2B Selling - and How to Improve

Posted by Bruce Rasmussen on 06-Oct-2016 11:30:54

The world of B2B sales is cut-throat.

Because of the large amounts of capital involved, and the fact it's often "someone else's money" (i.e. the company's, not our own) means that the B2B arena is full of highly competitive sales people who are good at what they do and who are out to win deals at any cost. 

So, for every highly successful B2B salesperson, there are several who simply can't keep up and who fall by the wayside. Or who simply "survive" rather than thrive. 

 

To help you avoid being one of them, here are 10 reasons your B2B sales technique might be failing...

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Topics: B2B Sales, Sales, Strategy

How to Align Sales & Marketing with the New Buyer’s Journey

Posted by Bruce Rasmussen on 29-Sep-2016 14:49:51

When sales teams fall short of target – invariably it’s Marketing’s fault because the leads were no good!

Similarly - when Marketing is queried on why revenue targets have not been achieved, it's Sales' fault for not effectively following up the leads that were provided.

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Topics: Social Selling, B2B Sales, Sales, Strategy