Monthly Archives: January 2009

Social Media in B2B Sales

Posted on January 29, 2009 by

Online networking and social media are being hyped for B2B as well as B2C sales. It will happen, but not immediately. Purchasing managers at Boeing are not 19-year-olds, addicted to Facebook (Another decade and they will be in that role, though: God … Continue reading →

Posted in Online tools, relationship selling | Tagged , , , , , , | 1 Comment

SPIN Selling

Posted on January 23, 2009 by

There can be a problem when an idea or term is ubiquitous: it becomes almost generic or commonplace. EVERYONE in sales has heard about SPIN questioning and everyone who has had a sales class — at least mine — can … Continue reading →

Posted in relationship selling, Sales questioning | Tagged , , | 4 Comments