B2B sales

Book review: Sales Mind – 48 tools to help you sell by Helen Kensett

A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. It Read More

2024-01-22T11:14:05+00:00January 22, 2024|Kim's Blog, Relationship Management, Selling|

Four themes in the art of selling – Integrating marketing and sales, sales process, first contact and selling in a digital world

Earlier this week I ran a full day workshop on selling for MBL  (“The art of selling professional services and winning business”). The day was organised into six modules: the sales process, sales planning, integration with marketing, psychological selling, selling skills and measuring sales success. I selected four themes in Read More

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