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This article is about you getting in front of prospective buyers. It outlines 3 efficient, straightforward steps that give you the best chance to get in front of the right people.

You will likely see many different kinds of buyers in your journey to become an elite salesperson; and many of these buyers will be different, value different things, think differently, and respond differently to various behaviors.Consequently, no matter how good you are, you’ll have to deal with buyer objections when trying to sell your product or service.This article describes 4 important tools to have in your “sales bag” that will help you overcome buyer objections.

An article was published this morning by eMarketer that highlights the criticality of data. You can read the full article here. The survey results reveal that more than 3 in 4 marketers feel the greatest deficiency among marketing agencies is their lack of analytics and meaningful KPIs. See chart below.

Need to generate sales leads?Get on the phone and start cold calling.Contrary to what you might hear, cold calling works – if you do it right.This article lists the 4 main elements of effective cold calling, and offers some insights and examples about how to do it right.

I just finished reading a book about negotiating skills. Negotiating is a topic that fascinates me because of the human behavioral elements that influence how people negotiate and respond in negotiating situations. B2B salespeople are often put in situations when they have to negotiate the terms of a sale. So, negotiating and selling skills are intertwined.

No doubt you face lots of competition. So how can you stand out from the competition and communicate to your marketplace that you have the “chops” to get past first base – to get the attention of your target market and be viewed as a firm that should be considered seriously? In other words, how can you get past "1st base" when presenting your firm to qualified buyers?

Selling to other businesses has many unique elements – some of which may include a more sophisticated buyer, a more complex situation, multiple buyers, clearer expectations of performance, and your reputation being on the line. Connecting with these buyers by way of giving them what they want is a sure fire way to get their business.

Social media is sales game-changer. In B2B selling, LinkedIn (LI) has emerged as a must-have. Several books have been written about using LI in your sales efforts, and it wouldn’t be difficult to write another one here. Instead, this article focuses specifically on LI and 5 things you can use that will improve your sales.

A recent research study about selling into the B2B (business-to-business) space found the following…

Sales closing ratios are a major performance metric for any professional salesperson, and we are all working constantly to increase the size of our sales and improve our chances of closing the deal. A sure fire way to turn more opportunities to closed sales is to give your buyers options.