In a previous blog post, I shared 3 points to help succeed in the current virtual B2B selling environment. Virtual selling isn’t going away and it’s important to embrace and master the keys to succeeding. One thing that seems like Selling 101, but warrants further discussion is ‘doing your homework’. Customers have zero patience for educating you about their business from [...]
The adjustments we have all had to make to the new realities of life in 2020/pandemic times extend, of course, to B2B selling also. I’ve interviewed many B2B buyers this year in my win/loss/churn research project work and thought it would be interesting to compile what I’ve heard and compare to what others are saying about what is different when selling [...]
Guest Blogger, Gary Katz of Marketing Operations Partners. Earlier this year I read Bill Stinnett’s excellent book, Think Like Your Customer, which should be required reading for anyone in Sales and Marketing, especially if you market high-value products and services. A glaring Marketing Operations disconnect for many companies is our tendency to over-focus on What and How we want to sell, [...]