DriveYourSucce$$

The Ultimate B2B Sales Tactic: Mr. Customer, We Want Your Business

Sometimes the easiest way to get a customer’s business is to ask for it. In fact, an argument can easily be made that the only way to get a sale is to ask for the sale. Unfortunately, far too many of today’s salespeople are taught not to ask for a sale.

Instead, they’re told to subtly take control of the buying process, but at the same time, leave the final decision in the hands of the customer.  This is not a winning strategy.

Sales Excuses Vs Sales Barriers: One Occurs When Opportunities are Available and Not Closed While the Other Stops Sales From Happening

I have worked in a marketing and sales capacity for several companies over the past 20 years – both as an employee and as a consultant. However, I am amazed at how often sales managers are unable to differentiate between a salesperson throwing out excuses for a lack of sales, and a salesperson putting forth viable reasons why sales can’t and won’t happen anytime soon.

There is an important difference between the two and companies must be able to identify these differences in order to increase their market share through increased sales. 

The Hidden B2B Decision Makers in Ever Customer Account: Going Deep to Win Business

What is the most common mistake business-to-business (B2B) sales managers, Directors and Vice Presidents make with respect to how they manage their sales teams? Well, while there are many potential pitfalls in sales, one of the biggest mistakes to make is assuming that every customer’s decision maker is the same.

Ultimately, there are several hidden decision makers and or influencers, individuals who continually have a say and ones who play a pivotal role in that critical decision to purchase.

Become Your B2B Customer: Simple Retention Strategies That Keep Customers

Why is B2B customer retention so effortless for some companies? More importantly, what do they do that makes their customers never even consider buying from another supplier?

Answering these two aforementioned questions is ultimately about assuming the role of a B2B customer. Start by focusing on how you would want to be treated if you were a customer of yours. Follow that simple principle and the rest will follow.

Four Secret Deals B2B Salespeople Make With Customers and Why

Have you ever wondered why a particular customer’s pricing continues to drop? Have you ever asked yourself why certain customers of yours continually get one concession and demand met after another? If so, then this is a must read.

Surprisingly, it’s not always about the customer, but more about the secret deals your B2B salespeople make with your customers because you've given them no other option.

Five Ways Your Competitor’s B2B Sales Team is Kicking Yours to the Curb

I have done multiple projects with companies who are thoroughly convinced their B2B sales team lacked the “killer instinct” to close sales. I've heard all kinds of ridiculous statements such as “we need closers”, or “we’re not fast enough”.

Over and over again, I've listened to business owners and management directly point the finger at their salespeople. Well, here are five reasons why it’s not your sales team – it’s you the business owner, your management team and your company’s outdated and antiquated approach to selling in B2B markets.

Why Some Salespeople Perform Better When Pressed for Time

What is it that some salespeople seem to sell more when they’re pressed for time? Why is it that these salespeople seem to perform better when there’s a sense of urgency?

Answering these two aforementioned questions comes down to understanding that the salesperson is actually transferring that sense of urgency to the customer. In this case, it’s the customer that senses that they must capitalize on the offer because if they don’t, someone else will.

Five B2B Vendor Managed Inventory (VMI) Strategies: Pros & Cons for Vendors

Vendor managed inventory is a fairly simple concept that involves placing inventory of raw materials and finished goods at your customer’s location and then managing the inventory counts accordingly. However, while it may sound straightforward, it’s the execution itself that sometimes confuses vendors. So, to help, here are five VMI strategies you can use when looking to manage stocking levels at your customer’s warehouse.

Don’t Call B2B Email Marketing an “Email Campaign”: Promote it as Something Else Entirely

How are B2B email marketing campaigns viewed by corporate customers in the business world? Well, business professionals either see them as a value-added service, or they disregard them entirely and view them as nothing more than annoying SPAM.

Surprisingly, that subtle difference all comes down to how you promote your marketing campaign, the message you deliver, and how you define your email marketing strategies in the eyes of your corporate customers.

In the end, you want your campaign to stand apart from your competition so it is ultimately about how well you sell it. 

Choosing a B2B Sales Channel: Pros and Cons of Distributors and Sales Agents

Deciding upon a B2B sales channel is an involved process. However, it ultimately comes down to deciding between using a distribution channel to market or a sales agent or representative channel to market. This decision involves understanding the pros and cons of each option. So, how does a company go about choosing between the two?