Archive for Category: B2B

Everyone is a salesperson. Even you.

Everyone is a salesperson. You likely have heard this before. But today I want to limit this to some roles that don’t see themselves as salespeople but are. You are selling. You may not admit it but you are. “But I’m a Programs Officer (or, do fundraising) with an NGO”. You are selling. “I’m a

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Winning the business to business sale; 3 tips

Winning the business to business sale starts with knowing that buyers buy the value to your product to their business. Prospects (potential buyers) don’t care about the features of your product; the more, when they (prospects) are a business. Winning the business to business sale means showing the value of your product’s features to their

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Navigating the decision making maze of a business

This dilemma replicates itself in business-to-business (B2B) selling. The assumption, for instance, that a nod from the Managing Director will automatically open all doors to the purchase of your solar panels, is a fallacy. ‘Do you want to speak to the man of the house, or the woman in charge?’ So I once read on

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Boost sales by aligning yourself to buyer’s selfishness (Pt. 2)

An executive hearing this is likely to give you his full attention. You are giving him a solution to what keeps him awake at night. Buyers are selfish we said in the last post. And to boost sales, progressive sellers align themselves to this selfishness. Because the selfishness can feel convoluted, effective alignment is attained

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