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Prepare your salesmen for the market shifts!
Salesmen work hard by concentrating on their products and customers. They mainly see the next lead, the next potential customer, the next deal. They are digging up new leads, pushing aside objections and convincing
Read More »Should you sell if there’s no fit?
Even if the customer asks for a certain product or service, qualify the customer and then decide if you should sell or not. If there is no fit – no good qualification – it
Read More »Death of the Salesman as BtoB Sales goes online?
E-commerce: consumer Consumer goods have been available on the Internet since the early beginnings of the Internet: e-Commerce was all the hype during the Internet Bubble. The website were and are about consumer goods
Read More »Overcoming objections by turning them into the fuel for selling
When the potential customer has an objection, then most sales reps start to feel bad or uncertain: the stress for failure increases. Even if you can formulate an answer correctly or refute the objection,
Read More »When your buyer is living in the past
When the officer or manager your are dealing with for the next purchase constantly refers to the past using: - I remember when … - We used to … - Formerly the … -
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