What most sales people don’t know?

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,...
4 Must-Ask Questions To Uncover Buyer Objectives

4 Must-Ask Questions To Uncover Buyer Objectives

Ago Clytens is Practice Director EMEA at RAIN Group 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 above are important,...
Don’t sell like ‘a Game of Clones’

Don’t sell like ‘a Game of Clones’

By Kevin Dixon, Founder at Boxxstep Buyer Management not Clone Management I like vanilla ice cream, most of us do, but it’s not my favourite flavour and doesn’t excite me. I’m a massive fan of Rum & Raisin and it hits the sweet spot with me every...