If you’re operating in a business-to-business environment your revenue-generating roles such as sales, account management, or technical specialist, must be able to discuss more than just the service or products you provide. This type of broad commercial awareness is not just “small talk”; it helps sellers to identify priorities, ask better questions, and more effectively […]
b2b sales
How to structure successful B2B sales conversations
I was working with a team of Sales Development Reps (SDR’s) and Account Managers (AM’s) in the e-commerce sector who were making regular outbound calls to their prospects which was an important part of their sales process. The business was very successful but they knew they had reached a stage where they had outgrown their […]
Mapping the buyer journey to increase sales
Do you understand your buyers decision-making journey? Have you mapped the journey to understand the key interactions and other people who might influence the final buying decision? It’s not always an easy thing to pin down. In B2B sales you’re usually dealing with repeat customers. So it’s likely you’re dealing with the same people (or […]
Why do B2B sales teams hesitate to contact prospects?
In my work helping B2B sales teams have more effective sales conversations I often find there is a reluctance to initiate proactive communication with prospects. It’s what some sellers might shy away from because they don’t want to be ‘pushy’. But its not being pushy at all. That’s why I like to reframe those initial […]