The Boxxstep Blog

The blog for customer focused selling

Sales is no longer about getting a yes

Sales is no longer about getting a yes

Sales is no longer about getting a yes. It’s about getting a collective yes. As soon as you require anything in multiples it becomes more complicated, that's one of the reasons sales has become tougher because many yeses are more challenging than one. The way that...

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What is Buyer Enablement?

What is Buyer Enablement?

Before we look into buyer enablement lets firstly consider sales enablement. This is one of the most commonly used terms in B2B sales today as companies focus on what training, methodologies, processes, metrics, tools, information and content can be utilised to...

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The Biggest joke in B2B sales

The Biggest joke in B2B sales

It's Win Loss Analysis There are lots of good things in today's B2B sales industry, but there's also a whole bunch of bad things. And one of the worst is win/loss order analysis! The reason that this is so laughable is because of the misguided belief that we have so...

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My biggest sales weakness

My biggest sales weakness

Whichever way you look at sales it’s a career full of no's, no-decision outcomes and losses. You become accustomed to rejection and disappointments. It's the nature of the beast. Sure, some will have more success than others and this can be contributed to a bunch of...

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The 3 phases of being buyer-centric

The 3 phases of being buyer-centric

Are you buyer-centric? You may think you are individually or as a company, but are you really? Being buyer-centric is not just about great buddy relationships with your customers, or asking probing discovery questions (that are generally biased and contrived to seek...

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AI in sales. When? Really?

AI in sales. When? Really?

AI in sales posts, articles and announcements are now part of my daily read, including the impact that it’s going to have on so many sales jobs. I can understand the need to make transactional sales activities automated as much as possible, it’s easy for the customer...

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The buyer centric sales professional

The buyer centric sales professional

It's no longer a seller-centric market. How you engage with your B2B prospects in complex sales will determine how successful you become. Adapting to be buyer-centric is crucial, thinking about your opportunities from the buyers perspective by helping and adding value...

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Salespeople and sales leaders don’t know!

Salespeople and sales leaders don’t know!

One thing that seems to show up time and time again is that salespeople don't know what they need to know about their prospects. To make matters worse sales leaders don't know that their salespeople don't know. Information is the lifeblood that salespeople rely on. We...

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Concession planning in negotiation

Concession planning in negotiation

By Marc Raffan from Ninja Negotiations "Why in the world would you plan what you will give away before you go into a negotiation? Surely you shouldn't be planning to give away anything or very little. I mean this just seems silly." This was the feedback I got from one...

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