The Boxxstep B2B Buyer Relationship Blog

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!

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

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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The need for relationship mapping in complex sales

Complex is complex! Why do you need relationship mapping in complex sales? We all know that B2B sales are getting tougher and one of the key reasons is the continuing growth of the number of people involved in the buying process. We've gone from focusing on a C Suite...

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B2B buyers and sellers, who lies the most?

It probably won't surprise you to hear that trust between B2B buyers and sellers is in short supply. Probably one of the reasons that buyers now engage with sellers further along the buying process than ever before. Unfortunately sellers are prone to a fair amount of...

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B2B Selling – Know it, Do it, Show it Mean it

The foundations for effective B2B selling I read every day about what you need to do to be effective and more successful in B2B sales. There's this technique and that strategy, this method and those tactics. But in reality, how many of them are executed well and how...

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The problem with B2B sales questioning

Shakespeare in sales! If Shakespeare was around today and was a B2B sales professional then he might use the phrase 'To question or question, that is the question'. Bear with me on this one, despite the confusing version of this famous line this is all about effective...

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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. They are now more complex. The power and expectation is now far more biased towards to the buyer. There was time when prospective buyers would seek out...

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