Archive for December, 2011

Sales Training Didn’t “Take”? Here’s 6 Ideas For Next Time

Posted by Don F Perkins in B2B Sales, Leadership on December 31, 2011

Recent estimates are that $20 Billion gets spent annually on sales training. (ASTD) How much of that provides returns you could write home about? In my experience, and according to many of my peers, it’s lost capital. For many companies, sales training is an annual or quarterly boondoggle that is anticipated, endured and then financially [...]

Change Management, Leadership, Sales Training, Wise Spending

3 Comments

Why Small Sales Tactics Don’t Work in B2B Sales

Posted by Don F Perkins in B2B Sales on December 20, 2011

I finally finished reading Neil Rackham’s SPIN Selling research and I think you’ll agree his findings are quite interesting. His research points out great differences between successful simple sales calls and successful complex B2B sales calls: Small or Simple Sales Seller asks questions to establish facts about the client’s business situation. Seller offers features [...]

Complex Sales, Neil Rackham, sales questions

2 Comments

The Feng Shui of Selling – How I Doubled My Success In Two Weeks

Posted by Don F Perkins in B2B Sales, Sales Productivity on December 7, 2011

Over the past few weeks, I’ve doubled my productivity. No, I didn’t hire an extra person. No, I didn’t buy some new software tool or take some amazing whiz bang training class. What did I do? I stopped trying to sell! Here’s what I mean: Problem: I used to try and suggest things to customers. More times than [...]

B2B Sales, Sales Productivity

4 Comments