Introduction
If you Google culture fit, you will find scant references to B2B selling and hundreds of references to the suitability of candidates in an organisation, but the concepts are related.
By Mark Gibson on Mar 13, 2024 2:07:23 PM
If you Google culture fit, you will find scant references to B2B selling and hundreds of references to the suitability of candidates in an organisation, but the concepts are related.
By Mark Gibson on Jan 24, 2024 8:00:00 AM
The video below runs for 3 minutes and explores essential activities to accelerate revenue. The place to start sales performance is with your existing customers. All of the methods discussed build on a fundamental understanding of the jobs your customers are trying to get done and are based on proven concepts. It is read by my wife Robin.
By Mark Gibson on Mar 15, 2023 2:37:17 PM
This week I managed to get through to a buyer who had been ghosting me for a month. Even though we had a great first meeting, I knew there was no opportunity. We all hate losing, either to no decision or to the competition and that is why the meeting summary is such an important part of the modern sales process. Without a buyer's confirmation of agreement to your summary of the first meeting, there is no deal.
The Jolt Effect, by Matt Dixon and Ted McKenna is garnering a lot of attention and rightly so as it documents the analysis of 2.5 million sales calls, the largest B2B sales data study since Neil Rackham’s research of 40,000+ sales calls documented in Spin Selling in1988.
The Jolt Effect (read my review), is all about judging and helping buyers to overcome their indecision around purchasing new technology.
By Mark Gibson on Oct 27, 2021 11:23:06 AM
By Mark Gibson on May 10, 2012 12:00:00 AM
This three part blog series started with a guest post on the evolution of marketing and PR, by PR-consultant-turned-inbound-marketer Ellie Becker.
The series continues with a post on the changing perceptions and realities of the sales role in the B2B buying process with Mike Bosworth. Mike Bosworth is the founder of Solution Selling. From Solution Selling, Customer Centric Selling was born. He is the co-founder of Story Leaders in which he provides workshops and executive coaching, helping people learn how to use the powers of story and empathic listening to connect with, inspire, and influence change in others.
The series concludes with a post from Mark Gibson, entitled B2B Sales and Marketing in Transition, What's Working".