Identifying the decision-making unit
Who makes the decision to buy what you sell? In this edition of the Sales Chat Show, we help you find out how to identify the buyer.
Graham Jones
How to use testimonials and case studies to win more business
How to use testimonials and case studies to win more business. A special edition of the Sales Chat Show.
There is no such thing as B2B or B2C
Go to any business meeting these days and talk about Twitter or Facebook and you’ll be met with a familiar cry: “Aha,”, says the hapless accountant, lawyer or consultant to you, “that’s all very well for consumer businesses, but how can it help those of us in the B2B sector?” It is special pleading, suggesting that there is something very different about being in “business to business” that sets you apart from “business to consumer“. These people ask you for “B2B” examples of the success …
Are You Falling Victim to these Five Sales Traps?
Countless people unwittingly dig fatal sales traps for themselves that kill off any chance of a sale being made.