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Top B2B Salesperson Trust Killers Revealed

Top B2B Salesperson Trust Killers Revealed discusses the results of targeted B2B sales research I conducted on LinkedIn and features comments from many survey respondents.

Top B2B Salesperson Trust Killers Revealed

One of the key takeaways of The Dynamics of Change video was trust’s importance to B2B prospects’ risk management practices. To explore trust’s importance to B2B sales, I surveyed dozens of seasoned B2B sales executives, including clients and salespeople, in this LinkedIn Poll. The results reveal the nuances of trust and how salespeople must constantly challenge themselves to focus on trust, relationship and execution. For example, respondents said that too many salespeople fumble the ball on fundamentals.

B2B sales is a challenging proposition in normal times, but the challenging global economic malaise has only made budgets tighter and sales more daunting. In large B2B deals, salespeople have to build a significant level of trust with prospects before any deal can be done. This analysis aims to help firm executives and sales leaders improve performance by increasing trust with prospects and clients.

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Facebook As Investment: How Trust Issues Block Its Best Path to Wealth

Facebook As Investment: How Trust Issues Block Its Best Path to WealthFacebook As Investment: How Trust Issues Block Its Best Path to Wealth describes why Facebook needs to change its orientation to users to unlock its full wealth potential. Over the past month, it has been de rigeur to comment on Facebook’s IPO and “quality” as an investment, but I decided to hold back until I could free a window to consider the matter in sufficient detail. The result is the “Facebook As Investment” trilogy, of which this is the first part. Part Two analyzes Facebook-the-platform’s investment prospects. Part Three advises executives on how to isolate their social business investments from Facebook business risks.

I did not buy into Facebook and do not plan to invest in its stock. I think it is a fantastic social venue and platform in which to connect with people (“stakeholders,” friends, associates..)—personally and for enterprises and brands. However, as I’ll argue here, Facebook‘s Achilles heel is a significant trust gap with most of its stakeholders. Its trust gap will make it difficult for Facebook management to fully monetize […]

Reputation and Business

conversationsIn An Offer You Can’t Refuse, Lydia Dishman interviews CEO Justin Moore, who discusses his business leadership “lessons learned” from watching The Godfather. It’s a solid post, but very thoughtful and insightful comments take it into classic territory. That said, the post didn’t hit the bullseye for our context here—B2B relationship building—so here goes with the pieces I think it missed. I invite you to add yours in comments.

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The Cost of the Trust Gap—On Seth Godin's Why Lie?

The Cost of the Trust Gap—On Seth Godin's Why Lie?In Why Lie?, Seth Godin points out that prospects of (B2B) salespeople often lie because they do not want their decisions to be questioned by salespeople: “… when we announce that we’ve made the decision to hire someone else, or when we tell the pitching entrepreneur we don’t like her business model, or when we clearly articulate why we’re not going to do business, the salesperson responds by questioning the judgment of the prospect.”

Great insight, but it pre-supposes a lack of trust that is totally outdated and unnecessary. Let’s review how this comes about and how to disrupt the whole cycle.

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B2B Sales

B2B Sales Referrals Outdated Concept: How to TransformAs I read Jill Konrath’s excellent post on how to ask for “referrals” and mistakes that most salespeople make, it occurred to me that salespeople could do even better by breaking that model completely. Jill’s excellent point is that salespeople are uncomfortable with asking for referrals, so they cop out and do it badly by using a throwaway “Do you know anyone..” But I would tweak her suggested, “Whom should I meet” even further by focusing on client, not [salesperson’s] company.

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Redrawing Your Map: Selling in the Knowledge Economy

Redrawing Your Map: Selling in the Knowledge Economy explains how the 21st century and digital social networks are changing client behavior, and sales, forever.

Redrawing Your Map: Selling in the Knowledge Economy

Having started in business in the 1980s in Chicago, I have had a front row seat to the waning of the Industrial Economy, which has created unprecedented human wealth through fabrication, distribution and scale in countless iterations. Its meltdown sets the context for a profound shift in all businesses, and it holds the key to understanding the new ways to bring new business to your firm. The Industrial Economy practice that is known today as “selling” is on life support in the ICU, and it won’t survive in most areas of the economy. Here I’ll explain how profoundly things have shifted and how you can use this understanding to revitalize how you bring new business to your firm. I’ll close with how social business empowers this disruption.

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2012 B2B Marketing Social Business Opportunities

2012 B2B Marketing Social Business Opportunities presents rare career and business opportunities for B2B marketing pioneers

2012 B2B Marketing Social Business Opportunities

It happens every time. Executives in regulated and specialized B2B industries see disruptive technologies rise above the horizon, and they discard them out of hand because “that doesn’t apply to our business.” This attitude temporarily serves as a self-fulfilling prophesy, but it subsequently falls by the wayside.

Having been in the vanguard of ebusiness transformation during the late 1990s and early 2000s as both management consultant and marketing executive, I believe that 2012 will see serious adoption of social business by pioneering B2Bs.

In November 2012, I laid out the rationale in “2012 Will See B2B Early Adopters Move on Social Business,” so here I’ll describe this year’s specific opportunities for B2B marketers.

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B2B Early Adopters Move on Social Business in 2012

B2B Early Adopters Move on Social Business in 2012B2B Early Adopters Move on Social Business in 2012 predicts that 2012 will see significant movement toward social business among B2B pioneers. This prediction is based on CSRA’s recent research as well as my twenty-five years experience with guiding B2Bs’ adoption of disruptive technology. First, a critical mass of B2B executive leaders are familiar enough with social technologies to consider them for the first time. Second, the business driver will be the economy. During the past 4-5 years, enterprises have continue to cut costs wherever they could, but few are performing at the level they want to be. B2B marketing and sales are under more pressure to perform very efficiently than ever, and some leaders will enlist social business because they have tried everything else.

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