Sales Learning Resources

B2B Selling Guide – The Forensics of B2B Selling

The Forensics of selling is a field guide to sales in the B2B space. The book is organized into short articles designed to enhance your marketing and selling skills. More specifically, there’s a variety of content about outbound and inbound marketing to create a B2B sales machine, basic sales information and selling skills, sales prospecting,building […]

Small Business Sales Leadership System

Small business CEOs seldom have a specific sales leadership system that is the foundation for achieving their sales goals. This often leads to disappointing sales results. This article is about identifying specific goals and executing a disciplined approach to achieving them. Setting sales goals Most small business CEOs will set a sales plan for the […]

Sales Training – How to move from academic to pragmatic

Companies spend millions on sales training and much of it is a wasted investment. While most sales strategy and selling skills development programs provide quality content, they lack in delivering a process that moves the academic elements into a pragmatic way that makes the content meaningful. This article provides a perspective about how to transform […]

Sales process – How to deliver an exceptional B2B sales experience

In our research of B2B decision makers, we learned some very surprising things about how companies can gain a competitive advantage and increase customer loyalty. How the customer experiences the sales process is actually the biggest advantage and has the most impact on customer loyalty, at least at the outset of the relationship. Here’s a […]