The Boxxstep Blog

The blog for customer focused selling

The right buyer insights at the right time

The right buyer insights at the right time

Are you bombarding your prospects with lots of buyer insights, content and collateral? Of course you are as its part of every sales and marketing engagement. You believe that you need to give them as much positive information about your proposition as possible,...

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The challenges of navigating the buyer committee

The challenges of navigating the buyer committee

One of the biggest challenges for salespeople today is the number of contacts they have to identify and engage with. Whether you call it the buyer committee, the buyer group or decision-making unit it’s a growing number of people involved in the deciding and buying...

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Know your customers buying process

Know your customers buying process

Every sales team is looking at what they can do to meet and hopefully exceed their numbers. The purpose of this blog is to share a lesser known idea with you on how you can improve your sales results. But before we get to it let’s put some context around why the idea...

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Biggest no-brainer in sales – Relationship Mapping

Biggest no-brainer in sales – Relationship Mapping

The pain of many people Selling would be sooo much easier if it wasn’t for one thing, people. They can be needy, worried, sceptical, emotional, impatient, unpredictable, inconsiderate, deceptive, pessimistic, confrontational, unreliable, manipulative, self-centred, a...

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Sales is no longer about getting a yes

Sales is no longer about getting a yes

Sales is no longer about getting a yes. It’s about getting a collective yes. As soon as you require anything in multiples it becomes more complicated, that's one of the reasons sales has become tougher because many yeses are more challenging than one. The way that...

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What is Buyer Enablement?

What is Buyer Enablement?

Before we look into buyer enablement lets firstly consider sales enablement. This is one of the most commonly used terms in B2B sales today as companies focus on what training, methodologies, processes, metrics, tools, information and content can be utilised to...

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The Biggest joke in B2B sales

The Biggest joke in B2B sales

It's Win Loss Analysis There are lots of good things in today's B2B sales industry, but there's also a whole bunch of bad things. And one of the worst is win/loss order analysis! The reason that this is so laughable is because of the misguided belief that we have so...

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My biggest sales weakness

My biggest sales weakness

Whichever way you look at sales it’s a career full of no's, no-decision outcomes and losses. You become accustomed to rejection and disappointments. It's the nature of the beast. Sure, some will have more success than others and this can be contributed to a bunch of...

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The 3 phases of being buyer-centric

The 3 phases of being buyer-centric

Are you buyer-centric? You may think you are individually or as a company, but are you really? Being buyer-centric is not just about great buddy relationships with your customers, or asking probing discovery questions (that are generally biased and contrived to seek...

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