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.
5 min read
The importance of culture fit in B2B Saas selling
Topics: Saas B2B selling process culture fit
2 min read
How to accelerate B2B saas revenue in 2024 -video
The script for the video
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.
Topics: B2B selling process marketing messaging alignment visual storytelling
4 min read
The Challenger Sale - Book Review
The Challenger Sale (TCS), by Matt Dixon and Brent Adamson is an important book for sales professionals and sales managers involved in complex B2B sales as it proves that a number of commonly held beliefs about sales behavior are obsolete.
Its successor, (read my book review)
The Challenger Customer - Book Review is even more valluable for marketers and sales enblement professionals as it inherits many of the concepts in this work and applies the sale level of rigor to examing how companies buy. The insights are worth ten times the price of the book.
Unlike many other "how-to-sell" books based on theories and ideas on improving sales performance, The Challenger Sale is underpinned by rich and extensive data from more than 6,000 sales professionals from more than 100 member companies, gathered over the past four years.
If you are selling complex software, enterprise hardware or services in a B2B environment and haven't read The Challenger Sale yet, then perhaps this article might convince you it's worth reading at least once...regardless of where you get your sales development services.
Unlike many other "how-to-sell" books based on theories and ideas on improving sales performance, The Challenger Sale is underpinned by rich and extensive data from more than 6,000 sales professionals from more than 100 member companies, gathered over the past four years.
You are a Prospect for Challenger Sales Training
I don't have a problem (other reviewers did have), that TCS is produced by the Corporate Executive Board (CEB) and that the CEB is a member organization providing for-profit sales training for its members. They want to sell you Challenger Sales Development Services...in the same way every other author of sales performance literature wants to sell their services. It happens that we are very much aligned in our view of the sea-change that has occurred in buyer behavior and the need for new approaches in engaging buyers at the moments of truth when face-face.If you are selling complex software, enterprise hardware or services in a B2B environment and haven't read The Challenger Sale yet, then perhaps this article might convince you it's worth reading at least once...regardless of where you get your sales development services.
Topics: sales performance challenger sale B2B selling process
3 min read
B2B Sales in Turmoil - Who Needs Salespeople?
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".
