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As some may already know, I was once upon a time social media sceptic. While I could see a distant value in using these tools, I remained unconvinced as to how an old fashioned sales gun like me - could generate real B2B sales using social media. If I was sceptical about social media in general, I was entirely sceptical about Twitter. It appear Read More

The author breaks down the elements that help sellers develop trust and credibility with prospects. The point is made that in the absence of those, sellers can not engage in meaningful conversations and a sale will never happen. Read More

There are many macro and micro reasons people buy products and services, but the overarching reason people buy is Read More

A common problem many professional firms face is overly relying on only one approach to business development. They focus all their efforts on word-of-mouth & referrals, or on networking, or on responding to tenders/RFPs. Typically, the basket they keep all their eggs in is the one they are the most comfortable with: it's worked for them before, th Read More

Selling to executives is not always easy, but is straight forward and rewarding in a number of ways beyond just revenue. Read More

This is a collection of Tweets (posts I put out on twitter via @shanegibson) from the past couple of weeks . They are social media tips under 140 characters in length. (last weeks social media tips can be found here) Some of these tips have been passed on dozens of times but I wanted to make sure they stayed permanently available by posting the Read More

Every can and should help their economic circle, or the price. Read More

In 24 hours (give or take), much of the United States will be on a holiday weekend. It might be tempting to lay low and start the holiday early, like maybe right now. But Read More

While RFP's and tenders continue to grow, sales people are getting more creative in dealing with them Here is you chance to show your stuff and tell the world how you sell rather than just submit. Read More

Steven Bachert wants you to do something that, at first blush, may surprise you: he wants you to stop “handling” objections. How can you do that and still succeed as a salesperson? Listen to this week's episode of the Sales Management 2.0 podcast to find out... Read More