Filtering clients, a fundamental role of our sellers

Filtering clients, a fundamental role of our sellers

Before I start I want to say that there are many types of companies. There are big businesses that have huge capacities (capital, cash flow, employees, etc.) but there are others that are smaller and that need to take care of their resources, among other traits they

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Plant and wait for the harvest in your new businesses

Plant and wait for the harvest in your new businesses

I start this post with its conclusion: the entrepreneurship world is made only for people who have time to plant and wait for the harvest. Owning a business is an idea that sounds nice for many people, but it is an option that is not made for

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Clients that can end with our business – and with ourselves-

Clients that can end with our business – and with ourselves-

When I decided to stop working for someone’s else company and joined my brothers’ business, who had started it some years ago, acquiring new clients was a subject that I was concerned about. This was obvious because as other entrepreneurships if we weren’t able to get new

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Importance of interpersonal relationships

Importance of interpersonal relationships

The title of this post might sound natural and evident for all of us, but the truth is that not all companies take care about this subject. While it is true that B2B sales are made between companies, we cannot forget that people manage these companies. This

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Secrets for Selling VII – Be prepared for the “no”

Secrets for Selling VII – Be prepared for the “no”

This is the last article in this series, but before I introduce today’s topic, I’ll do shot summary of the previous entries. In the previous 7 articles I’ve talked about security, knowledge, experience, sales speech, connection with the buyer, identifying roadblocks and persistence. In general, these 7

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Secrets for Selling V – Connection with the buyer

Secrets for Selling V – Connection with the buyer

The four previous entries for this series have dealt with important elements in the sales process, including security, knowledge, experience and the sales speech. For the fifth installment I will talk about another element, equally important as the four previous ones and one that many times isn’t

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Secrets for Selling IV – Speech

Secrets for Selling IV – Speech

In the 3 previous articles of this series, I’ve talked about security, knowledge and experience, all important elements when selling something. In this fourth article I talk about the speech we use when selling, which is also very important. With this article we reach the middle of

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