Are You Doing Your Homework?

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 [...]

Tips for Embracing Remote Selling

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 [...]

Service Desks Aren’t Just for IT Help Anymore…

I follow DailyInfographic to get inspiration for blogging, sharing information with my clients, and also just to see cool infographics.  Yesterday’s infographic was about how and why service desks are used around the world. The study shown there was interesting to me since I interview a lot of HR and Sales customers as part of the win/loss research work I do for [...]