Couldn’t Sell a Black Cat to a Witch

Jun 21, 2017 | Selling

By Kevin Dixon, Founder at Boxxstep Sales effectiveness for sales success After over 30 years in B2B sales, including 20 in sales leadership roles, and having managed, worked with, trained, known, met or interviewed thousands of sales people I can safely say that most...

Perfecting the dreaded B2B Executive Summary

Jun 20, 2017 | Selling

 By Kevin Dixon, Founder at Boxxstep The B2B Executive Summary Writing a good B2B executive summary can be a challenge, and more often than not what is produced and submitted is a missed opportunity. The clues are in the name ‘Executive’ and...

B comes before C, why BRM complements CRM when managing B2B buyers

Jun 20, 2017 | BRM

By Kevin Dixon, Founder at Boxxstep BRM is Buyer Relationship Management of B2B Buyers…..what, why? Of course B comes before C, we learn that not long after we take our first steps as a child. As we grow up and start our business careers in sales we learn...

The Most Feared Sales Objection… Really?

Jun 19, 2017 | Guest Blog

By Lee Bartlett,  Author of ‘The No.1 Best Seller’                         leebartlettbestseller.com Why is Price the most feared Sales Objection? When presenting a product or service to a prospect, great emphasis should be placed on demonstrating and...

9 LinkedIn Ways to Get On Your Buyers’​ Radar

Jun 19, 2017 | Guest Blog

By Brynne Tillman, Chief Learning Officer and Co-Founder at Vengreso Using LinkedIn engagement to get on B2B Buyers radars Getting noticed is a challenge that many sale people face. Social selling certainly is an easy channel to help overcome that obstacle, and here...