Strategic Account Selling: 5 ways to produce more opportunities Sep 25, 2018 | Guest Blog 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… The need for relationship mapping in complex sales Sep 14, 2018 | BRM 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…

B2B Selling – Know it, Do it, Show it Mean it Jun 27, 2018 | Selling 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… Recent Posts What is Buyer Enablement? The Biggest joke in B2B sales My biggest sales weakness The 3 phases of being buyer-centric AI in sales. When? Really? Search site Post Categories BRM Guest Blog Selling Uncategorized Recent…

The problem with B2B sales questioning May 29, 2018 | Selling 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… Recent Posts What is Buyer Enablement? The Biggest joke in B2B sales My biggest sales weakness The 3 phases of being buyer-centric AI in sales. When? Really? Search site Post Categories BRM Guest Blog Selling Uncategorized Recent Posts What is Buyer Enablement? The Biggest…

5 Benefits of BRM for Sales Leaders Mar 20, 2018 | BRM Complex B2B sales are now tougher than ever and the decline in sales team performances has been evidence to this fact. The reasons include: Longer sales cycles Prospect expect to receive real business value not just product or service differentiation Larger buyer team… 3 Things to understand in complex sales Mar 16, 2018 | Selling Since I began selling, way back when, the challenges that the B2B field sales professional face are different and more complex, the power and expectation is now far more biased towards to the buyer. There was time when prospective buyers would seek out…

5 common failings of B2B sales leaders Jan 26, 2018 | Selling In sales no one is perfect. I’m certainly not. In fact, over my 35 years in this wonderful profession (more than 20 of them in executive sales leadership) there probably isn’t a mistake that I haven’t made. What helped me to be successful was my… ‘Don’t Know Syndrome’ is the curse of B2B sales Jan 2, 2018 | Selling One of the biggest fails in sales today is ‘Don’t Know Syndrome’ Every day I read about how sales is broken and that new and better processes, sales tools and coaching would fix…

Don’t fixate on the order decision date Nov 3, 2017 | BRM, Uncategorized By Kevin Dixon, Founder at Boxxstep In the modern era of buyer centric markets, it’s still disappointing that very few B2B sales professionals truly understand their prospects decision making process for an active opportunity, and because of this it impacts… Recent Posts Don’t fixate on the order decision date What’s the real cost when a sales person leaves? What Buyers Really Think One of the best FREE B2B sales tools for 2017 What most sales people don’t know?

What’s the real cost when a sales person leaves? Oct 18, 2017 | BRM By Kevin Dixon, Founder at Boxxstep What is the real cost to a business when a sales person leaves? It’s difficult to really quantify but I suspect it’s a lot more than execs and sales leaders realise. The average tenure for a B2B sales person is now down… Recent Posts Don’t fixate on the order decision date What’s the real cost when a sales person leaves? What Buyers Really Think One of the best FREE B2B sales tools for 2017 What most sales people don’t know?

What Buyers Really Think Sep 6, 2017 | Guest Blog By Jill Konrath       Sales Strategies | Sales Techniques    Author Thinking like a prospect changes everything. That was the impetus behind today’s post which was written from a buyer’s perspective. I hope you have fun reading it—and get the point! The… Recent Posts Don’t fixate on the order decision date What’s the real cost when a sales person leaves? What Buyers Really Think One of the best FREE B2B sales tools for 2017 What most sales people don’t know?

One of the best FREE B2B sales tools for 2017 Jul 18, 2017 | BRM Best Free B2B Sales Tools By Kevin Dixon, Founder at Boxxstep We all know that the word ‘best’ in ‘best free B2B sales tools’ is a very subjective choice as it really depends on the specific needs of the individual and the benefits that they… What most sales people don’t know? Jul 12, 2017 | BRM B2B Decision Making Process – What about it? By Kevin Dixon, Founder at Boxxstep As a B2B sales person you have one primary goal, to secure business from prospects and secure enough prospect…

Couldn’t Sell a Black Cat to a Witch Jun 21, 2017 | Selling 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 Jun 20, 2017 | Selling  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…