B2bsales's Blog
"We help people stop selling."

Archive for September 2009

Networking Confidence, how do you get it?

September 24, 2009

you’re like many business professionals, you struggle with confidence — and that’s really what this is all about. Mr. Webster defines confidence as “a feeling or consciousness of one’s powers or of reliance on one’s circumstances.” In layman’s terms, confidence is projecting a feeling of adequacy in public.

Economic Uncertainty…or Excuse Making?

September 24, 2009

Are you nervous about the economy? Are these times causing you to tighten the ole’ belt? This is not a time for anxiety, but a time to be realistic and acknowledge that tough times lay ahead. Adjustments have to be made in your sales team and in the way they approach sales. If you don’t do it now, the competition certainly will.

goals are one foot in front of the other

September 24, 2009

Controllable mini goals allows you to track what is working and what isn’t so you can begin to carve out what is ultimately the steps to reach your ultimate goal.

For the love of pants

September 24, 2009

Customer service is a term over used and very under-utilized. Today we think customer service is often just minimum expectations. Not here.

Don’t Show Up and Throw Up

September 23, 2009

No one wants to be sold to. Now don’t misunderstand that for meaning no one wants to buy. Oh no, we LOVE to buy! We just hate someone selling to us. We want it to feel like it was our decision.

Our own Rose-Colored Glasses

September 15, 2009

Greta Schulz is the president and CEO of ProActive Training and Consulting based in West Palm Beach. She has been involved in sales, sales management, marketing, and training for almost thirty years. She is a National columnist of “Sellutions” in over 30 Business Journals across the country and a contributing author of New York Times bestseller Masters of Sales. Greta has a new book she’s written called, “To Sell is NOT to Sell”. Check out her on-line training at http://www.b2bsalesplaybook.com

Your service people are your best marketing arm

September 15, 2009

Greta Schulz is the president and CEO of ProActive Training and Consulting based in West Palm Beach. She has been involved in sales, sales management, marketing, and training for almost thirty years. She is a National columnist of “Sellutions” in over 30 Business Journals across the country and a contributing author of New York Times bestseller Masters of Sales. Greta has a new book she’s written called, “To Sell is NOT to Sell”. Check out her on-line training at http://www.b2bsalesplaybook.com

It’s the experience, not the coffee

September 3, 2009

It is not about having the best product. “Best” is merely subjective anyway. Have you ever told someone your company was ranked number one in the industry? If that were so important, everyone would switch to you, and there would be no number two—or any other competitor.

Pitch is for Baseball

September 2, 2009

The old adage “throw enough stuff against the wall and see what sticks” is the most ridiculous load of “ridiculousness” I have ever heard.