Couldn’t Sell a Black Cat to a Witch
By Kevin Dixon, Founder at Boxxstep Sales effectiveness for sales success After over 30 years in B2B sales, including 20 in sales leadership roles, and having managed, worked with, trained, known, met or interviewed thousands of sales people I can safely say that most…
Perfecting the dreaded B2B Executive Summary
By Kevin Dixon, Founder at Boxxstep The B2B Executive Summary Writing a good B2B executive summary can be a challenge, and more often than not what is produced and submitted is a missed opportunity. The clues are in the name ‘Executive’ and…
B comes before C, why BRM complements CRM when managing B2B buyers
By Kevin Dixon, Founder at Boxxstep BRM is Buyer Relationship Management of B2B Buyers…..what, why? Of course B comes before C, we learn that not long after we take our first steps as a child. As we grow up and start our business careers in sales we learn…
The Most Feared Sales Objection… Really?
By Lee Bartlett, Author of ‘The No.1 Best Seller’ leebartlettbestseller.com Why is Price the most feared Sales Objection? When presenting a product or service to a prospect, great emphasis should be placed on demonstrating and…