Tag Archives: b2b sales

Effective b2b sales people constantly uncover buyers’ stories of business challenges that need conquering. There’s much that b2b sales people can learn from journalists and other storytellers on how to do so thru conversations. Malcolm Gladwell is a journalist and … Continue reading

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In The Small Big!, Seve Martin, Noah Goldstein, and Robert Cialdini offer recipes for making small changes that make ‘better’ happen. Their findings have implications both for how to get buyers to ‘better’ their situations [by buying into a change … Continue reading

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In Rookie Smarts, Liz Wiseman explains why people often perform at their peak whenever they’re doing something for a first time. You show up to do a job. You know you know so little, and need to know so much. … Continue reading

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Authored by Ken Rowley, CRO, innovativeinfo.com [makers + providers of amacus] In a recent post, McKinsey draws a connection between the ‘lean-manufacturing revolution’ and the belief that the same revolution is long overdue in marketing and sales. In doing so, … Continue reading

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In B2B Business Development, good 1st conversations with buyers are the key to having more ‘next conversations’. It’s easy to say, but can be hard to do. Here’s why, and some things you can do about it. It’s often a … Continue reading

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Hitting revenue growth targets is often easier said than done. Dan Weinfurter’s book, Second Stage Entrepreneurship, offers many practical tips for driving aggressive sales growth. Five of the simple practices he advocates: BE BRIEF Real brief. Have a ‘power pitch’. … Continue reading

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John Hagel and his colleagues at the Deloitte Center for the Edge continue to spot important things occurring on the ‘edges’ of business transformation. In Passion At Work, they make the case that there’s a need to recruit and nurture … Continue reading

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Angela Lee Duckworth recently noted that one of the keys to success is ‘grit’; the determination to stick with it. Invest the hard work that it takes to eventually reap the rewards of exceptional performance. In b2b sales, ‘grit’ means … Continue reading

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