The Boxxstep B2B Buyer Relationship Blog

5 Benefits of BRM for Sales Leaders

Complex B2B sales are now tougher than ever and the decline in sales team performances has been evidence to this fact. The reasons include: Longer sales cycles Prospect expect to receive real business value not just product or service differentiation Larger buyer team...

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3 Things to understand in complex sales

Since I began selling, way back when, the challenges that the B2B field sales professional face are different and more complex, the power and expectation is now far more biased towards to the buyer. There was time when prospective buyers would seek out sellers as the...

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5 common failings of B2B sales leaders

In sales no one is perfect. I'm certainly not. In fact, over my 35 years in this wonderful profession (more than 20 of them in executive sales leadership) there probably isn't a mistake that I haven't made. What helped me to be successful was my discipline to learn...

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‘Don’t Know Syndrome’ is the curse of B2B sales

One of the biggest fails in sales today is ‘Don’t Know Syndrome’ Every day I read about how sales is broken and that new and better processes, sales tools and coaching would fix the problem, or certainly significantly improve the performance results. But hasn't this...

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Don’t fixate on the order decision date

By Kevin Dixon, Founder at Boxxstep In the modern era of buyer centric markets, it's still disappointing that very few B2B sales professionals truly understand their prospects decision making process for an active opportunity, and because of this it impacts their...

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What’s the real cost when a sales person leaves?

By Kevin Dixon, Founder at Boxxstep What is the real cost to a business when a sales person leaves? It's difficult to really quantify but I suspect it's a lot more than execs and sales leaders realise. The average tenure for a B2B sales person is now down to 1 year,...

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What Buyers Really Think

By Jill Konrath       Sales Strategies | Sales Techniques    Author Thinking like a prospect changes everything. That was the impetus behind today's post which was written from a buyer's perspective. I hope you have fun reading it—and get the point! The Buyer's Lament...

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One of the best FREE B2B sales tools for 2017

Best Free B2B Sales Tools By Kevin Dixon, Founder at Boxxstep We all know that the word 'best' in 'best free B2B sales tools' is a very subjective choice as it really depends on the specific needs of the individual and the benefits that they receive to determine...

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What most sales people don’t know?

B2B Decision Making Process – What about it? By Kevin Dixon, Founder at Boxxstep As a B2B sales person you have one primary goal, to secure business from prospects and secure enough prospect conversions to meet or exceed your annual quota. So you're focused,...

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4 Must-Ask Questions To Uncover Buyer Objectives

Ago Cluytens is Practice Director EMEA at RAIN Group   agocluytens.com Uncover Buyer Objectives If I asked you “What’s the most important skill to master to uncover buyer objectives ?”, what would you say ? Qualifying ? Needs analysis ? You’d be wrong. All of the...

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