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One of the biggest challenges for the B2B sales force is that today’s buyer is more educated than ever. According to Forrester, 74% of the buyer's journey is made anonymously online. This staggering statistic suggests that by the time you meet a potential customer face-to-face, the information presented in that first meeting must be compelling and engage the buyer in the sales process. To make that first meeting count, according to Anthony Innarino, you need to answer three questions for the potential buyer:

The success of a salesperson is dependent on a structured, repeatable process that yields appointments and closed deals. We all know that weekly sales meetings are vital for reviewing performance, creating action items, and planning the week's activities. However, the successful sales process is more than weekly sales meetings. So here are some reminders for improving your process to keep you on track and position you for successfully implementing your proven strategies.

The skills that helped you start your own business are not the ones that will make you successful in the long term. Inc. Magazine states that 96% of new businesses fail within the first 10 years.

The salesperson's role is to acquire new clients and/or generate more revenue from existing clients. After a deal closes, it's often passed off to an account manager of a fulfillment team. The on boarding process and the ongoing customer experience are vital to customer retention. Moreover, in a traditional sales model, the original salesperson may be unaware of any problems or issues until it is too late.

September of 2008 forever changed the world of B2B selling. That’s the month the Great Recession began. The years following forced buyers in the B2B space to change the way they interact with salespeople. It was a dramatic change. What happened and how has it changed B2B selling?

Clearly one of the most challenging elements of sales is getting in front of qualified leads. A great salesperson with terrific selling skills won’t succeed without a steady diet of qualified prospects with whom to speak. One of the most often overlooked lead generation opportunities is your existing customers, and this article is about how to systematically identify qualified leads from your current customer base.