Secrets of Great Salespeople: 50 Ways to Sell Business-To-Business

Ready to Learn the Secrets of Great Salespeople?The world of selling continuously changes as channels to market proliferate. The digital world with internet auctions and online procurement has coincided with a period of economic instability. All of this makes selling more complicated than ever; clients are reluctant to commit to large amounts of spend up front and the knowledge differential between the provider and the customer is narrowing. Based on interviews with business-to-businesses professionals and solutions salespeople, Secrets of Great Salepeople is full of stories and tips for dealing with these sorts of changes. It breaks down the subject into 50 easy-to-digest 'secrets', each dealing with the different stages of the sales cycle, the relationship between buyer and provider, and also how to manage longer term relationships with clients. The world of B2B selling is changing fast, with money tight in most parts of the global economy. Secrets of Great Salespeople will help both experienced practitioners and those new to selling, understand how to sell in this volatile, uncertain, complex and ambiguous world.