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An award-winning weekly sales blog with tips and tricks for selling professionals.

 

    
Mar 29, 2017 5:15:00 AM by Deb Calvert Leave a Comment

How to Completely Obliterate Negative Sales Stereotypes

Tired of being saddled with unfair stereotypes about sales professionals? 

Me. too. That's why I take pains to demonstrate different actions and to disassociate myself from the ones that cause buyers to cringe or to avoid me. 

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Tagged With: stop selling & start leading, value creation, B2B buyer research

Mar 22, 2017 5:15:00 AM by Deb Calvert Leave a Comment

How to Ensure a Positive Customer Experience for Your B2B Buyers

This is so obvious that it shouldn't merit a full blog post.   

Sadly, though, it requires a blog post because this offense is repeated over and over again by sellers. Buyers notice and are bothered greatly by it. Yet sellers persist, not fully aware of the negative impact.  

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Tagged With: stop selling & start leading, B2B buyer research, buyer experience, customer experience, CX

Mar 21, 2017 5:00:00 AM by Guest Blog Post Leave a Comment

The One Question Ultra-High Sales Performers Never Ask

Guest Post By Jeb Blount, Author of Sales EQ:  How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

In a recent training session, a sales rep asked this question:

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Tagged With: Sales EQ, Jeb Blount

Mar 15, 2017 5:15:00 AM by Deb Calvert Leave a Comment

The Real Reason You Need to Know Their Buying Criteria Early On

Here's a question every seller should ask every buyer every time:

What are the top criteria you're evaluating as you make this decision?  

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Tagged With: stop selling & start leading, value creation, B2B buyer research, lead qualifying, lead qualification

Mar 8, 2017 5:15:00 AM by Deb Calvert Leave a Comment

Research Reveals What Buyers Value…It's Not What You Think

Sellers sell AND buy. Buyers buy, but most don't sell on a regular basis. 

This alone ought to give sellers an advantage, an opportunity to relate to buyers and bridge the divide between buyer/seller. Because sellers are buyers, they have a heightened ability to understand buyers. Why, then, do we miss the mark when it comes to delivering on buyer expectations?   

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Tagged With: stop selling & start leading, differentiation, seller differentiation, value creation, B2B buyer research, empathy

Mar 1, 2017 5:15:00 AM by Deb Calvert Leave a Comment

The Selling Skills Your Buyers Really Want to See

Selling skills training and books typically focus on accomplishing the sales goal: how to open the sale, close the sale, overcome the objection... It's sales focused. 

But what about the skills that buyers would like to see sellers exhibiting? Doesn't it make more sense to build skills that buyers appreciate, expect and reward?  

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Tagged With: stop selling & start leading, differentiation, seller differentiation, value creation, B2B buyer research, empathy

Feb 22, 2017 5:05:00 AM by Deb Calvert Leave a Comment

How to Demonstrate Sales Differentiation from Open to Close

It sounds so mysterious and elusive. But sales differentiation is much easier and much more effective than you may think. 

The purpose of differentiating yourself is not to get noticed. It's to create enough value and interest that buyers will choose to meet with you, choose to spend time talking about needs and solutions with you, and choose to buy from you.  

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Tagged With: stop selling & start leading, differentiation, seller differentiation, value creation, B2B buyer research

Feb 15, 2017 5:15:00 AM by Deb Calvert Leave a Comment

Stop Selling & Start Leading® to Create Value & Differentiate Yourself

Icky stereotypical sales behaviors make buyers run for cover. Forrester research reports that only 19% of executives feel their time spent with sellers is valuable. And with good cause. Too few sellers know what it takes to create value.

In fact, many sellers we've interviewed recently reject the notion that they have the power, authority, time or responsibility to singlehandedly create something substantial enough to be valued by their prospects. Wrong!

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Tagged With: stop selling & start leading, differentiation, seller differentiation, value creation, B2B buyer research

Feb 8, 2017 10:18:51 AM by Deb Calvert Leave a Comment

Buyers Want Less Diagnostic and More Dialogic Needs Assessment

We need to talk about needs assessment. Before we can talk about the all-new, buyer-driven, field-tested and proven-to-advance-the-sale dialogic needs assessment, we have to start with a few basics.  


Quality needs assessment (needs analysis, discovery, customer probe... whatever you call it in your sales process) is sorely lacking in most sales organizations.

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Tagged With: needs assessment questions, stop selling & start leading, needs assessment, needs-based selling, B2B buyer research, buyer experience, needs analysis

Feb 1, 2017 6:15:00 AM by Deb Calvert Leave a Comment

Work With (Not For) Buyers for the Ultimate B2B Customer Experience

It may be the biggest misunderstanding in all of sales. It wastes more effort and time than any other selling activity. And it ruins the B2B customer experience, causing sales to be lost and sellers left wondering "what happened?"

Sadly, this happens because of sellers' good intentions. It happens because sellers want to help and to make things easy for their buyers. It happens as a result of sellers working for -- instead of working with -- their buyers.

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Tagged With: stop selling & start leading, sales leadership, B2B buyer research, buyer experience

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