The Boxxstep Blog

The blog for customer focused selling

What’s the real cost of replacing a sales rep?

What’s the real cost of replacing a sales rep?

By Kevin Dixon, Founder at Boxxstep What is the real cost replacing a sales rep for a business? 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, that...

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What  Buyers Really Think

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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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,...

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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,...

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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 time. I'm...

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Couldn’t Sell a Black Cat to a Witch

Couldn’t Sell a Black Cat to a Witch

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...

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Perfecting the dreaded B2B Executive Summary

Perfecting the dreaded B2B Executive Summary

 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 'Summary', however,...

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The Most Feared Sales Objection… Really?

The Most Feared Sales Objection… Really?

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 agreeing the...

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