The first in a series of 10 posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed (according to the common wisdom), and the 10 opposing ideas that are also essential to succeeding in B2B sales.
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Iannarino voted on the following stories on BizSugar
10 Essential B2B Sales Attributes (and their 10 Essential Opposites): Activity vs. Effectiveness
Posted by iannarino under SalesFrom http://thesalesblog.com 5271 days ago
Made Hot by: starresults on December 1, 2009 8:38 pm
Cold Calling — No Pain — Just Gain! - The Pipeline
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5271 days ago
Made Hot by: starresults on December 1, 2009 8:39 pm
There is a lot of debate about cold calling, who, when, if, why. But at the end, I don't see how you can be in B2B sales and be successful without cold calling. Tony Johnston poses some good questions, but at the end, it is part of the trade no matter who is involved. Have your say.
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Ouch! Sometimes it Hurts to Look for Customers' Pain
Posted by SkipAnderson under SalesFrom http://blog.sellingtoconsumers.com 5271 days ago
Made Hot by: starresults on December 1, 2009 8:40 pm
Books and articles admonish salespeople to "find the customer's pain." This can be valuable, since relief from pain is most certainly a motivation for buying. But are you missing out on
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The WOW Approach to Price Negotiations - The Pipeline »
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5272 days ago
Made Hot by: shanegibson on November 30, 2009 10:36 pm
BY adopting the WOW approach to sales negotiations you achieve the best results for your company, your customers, and yourself.
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Clean Tech & How to Fund Growth | Biz Money Matters|
Posted by TonyJohnston_CNi under ManagementFrom http://blog.tonyjohnston.biz 5272 days ago
Made Hot by: smallbiztrends on November 28, 2009 4:10 am
It seems clear that Clean Tech is a really 'hot' sector today. But how much growth potential is there for companies with mid-sized or better ambitions? And can such companies get financing?
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25 Fantastic Sales Questions
Posted by SkipAnderson under SalesFrom http://blog.sellingtoconsumers.com 5273 days ago
Made Hot by: SalesBlogcast on December 1, 2009 8:44 pm
In many ways, questions are at the heart of the selling process. Great sellers ask great questions. Mediocre sellers don't. Here are 25 great sales questions. While not perfect for every selling scenario, each is perfect at
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A Mind to Be Grateful
Posted by SalesBlogcast under SalesFrom http://salesblogcast.com 5273 days ago
Made Hot by: ShawnHessinger on December 1, 2009 11:09 pm
Most of us are thinking about how thankful we are this time of year. I searched to find some of the greatest thoughts and ideas ever shared on gratitude— Albert Schweitzer teaches us to be grateful for those who inspire us— Meister Eckhart puts gratitude in perspective with two simple words— David Steindl-Rast reminds us to enjoy our current achie
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Curiosity Drives Sales Success
Posted by SkipAnderson under SalesFrom http://blog.sellingtoconsumers.com 5274 days ago
Am I incorrect, or does it seem like some, even many, who make their living selling are not thirsty for knowledge, are not sufficiently curious about their customers, are not passionate about learning how to improve? Am I wrong?
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The New Business Mantra: Adapt or Die!
Posted by iannarino under SalesFrom http://thesalesblog.com 5274 days ago
The new business mantra is adapt or die. Growth is no longer enough!
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Like It or Not — Looks Count - The Pipeline
Posted by SellBetter under SalesFrom http://www.sellbetter.ca 5274 days ago
First impressions go a long way in sales, casual is casual, and B2B sales is not casual. Command the respect you deserve by looking the part of a pro.
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