The Boxxstep Blog
The blog for customer focused selling
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...
AI in sales. When? Really?
AI in sales posts, articles and announcements are now part of my daily read, including the impact that it’s going to have on so many sales jobs. I can understand the need to make transactional sales activities automated as much as possible, it’s easy for the customer...
The buyer centric sales professional
It's no longer a seller-centric market. How you engage with your B2B prospects in complex sales will determine how successful you become. Adapting to be buyer-centric is crucial, thinking about your opportunities from the buyers perspective by helping and adding value...
Salespeople and sales leaders don’t know!
One thing that seems to show up time and time again is that salespeople don't know what they need to know about their prospects. To make matters worse sales leaders don't know that their salespeople don't know. Information is the lifeblood that salespeople rely on. We...
Concession planning in negotiation
By Marc Raffan from Ninja Negotiations "Why in the world would you plan what you will give away before you go into a negotiation? Surely you shouldn't be planning to give away anything or very little. I mean this just seems silly." This was the feedback I got from one...
Strategic Account Selling: 5 ways to produce more opportunities
By Edward Golod - Founder & CEO at Revenue Accelerators In the world of strategic account selling the average tenure of sales leaders is between just 18 to 24 months. So, as a sales leader how do you differentiate yourself? The defining difference between those...
The need for relationship mapping in complex sales
Complex is complex! Why do you need relationship mapping in complex sales? We all know that B2B sales are getting tougher and one of the key reasons is the continuing growth of the number of people involved in the buying process. We've gone from focusing on a C Suite...
B2B buyers and sellers, who lies the most?
It probably won't surprise you to hear that trust between B2B buyers and sellers is in short supply. Probably one of the reasons that buyers now engage with sellers further along the buying process than ever before. Unfortunately sellers are prone to a fair amount of...
B2B Selling – Know it, Do it, Show it Mean it
The foundations for effective B2B selling I read every day about what you need to do to be effective and more successful in B2B sales. There's this technique and that strategy, this method and those tactics. But in reality, how many of them are executed well and how...
The problem with B2B sales questioning
Shakespeare in sales! If Shakespeare was around today and was a B2B sales professional then he might use the phrase 'To question or question, that is the question'. Bear with me on this one, despite the confusing version of this famous line this is all about effective...