The Boxxstep Blog
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...
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...
5 Ways to Cut Through the Noise With Buyer Enablement
So, you think selling is tough, do you? Well, I’ve got news for you. Buying is even tougher. The question is, what are you doing to help? Probably not a lot. And why should you? Your job is just to sell, right? This sort of mentality is part of the reason sales...
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...
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...
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...