Shocking! Isn’t it. Other people don’t remember exactly what we tell them. B2B selling and the curse of knowledge For B2B sales teams, especially those who are considered to be specialists or experts in their industry, this can be a problem due to the tendency for them to focus on quickly solving problems for customers […]
Insights for Business and Sales Success
B2B sellers must create a relationship of value
Recent statistics have shown that 80% of business-to-business buyers know what they want before researching for who to buy it from. What does this mean for a sales team generating new business? Maybe that 80% figure shouldn’t be so surprising as studies over some years now have shown that buyers are conducting the majority of […]
The power of timely sales coaching
I was just trying to be helpful. The background One of my earlier field sales roles was in Sydney with a national business that distributed a wide range of (sometimes quite technical) industrial products and consumables. We had regular customers and quite strong relationships with most of them. Occasionally I was accompanied by a Sales […]
How to know when it’s time to evolve, pivot or adapt
Sometimes the most important business improvement initiatives are at the edge of your comfort zone, and you ignore them at your peril. It’s important to look for signs that it’s time to change. A little while ago I was in Melbourne presenting at an industry conference. During a break I was speaking with the 2nd-generation […]