Author Archives: gschirr
Social Networks and B2B vs. B2C Selling
In his site on networking applications, Chris Brogan made the argument that there is no difference between B2B and B2C Selling from a social network point of view. Certainly it is true that under the relationship model of selling, B2B … Continue reading
Social Media in B2B Sales
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
SPIN Selling
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
Death of the salesman
In my research I focus on user collaboration. Social networks are a fascinating phenomenon that expand the definition of collaboration. Does the spread of social networking mean the end of the sales function? I doubt it, but if you … Continue reading
Selling IS Service
Sometimes we forget that selling itself is a service… We know that a client or prospect expects us to be knowledgeable and enthusiastic about our service, assumes that we know enough about his/her business or personal needs to provide … Continue reading
Gaming the Relationship Model and Standard Sales Tactics
After a couple decades in sales, I have taught a university course in professional sales for the past five years. I have used two different texts and have screened three or four others. Each text follows a sales model that … Continue reading
Why a blog on Selling B2B & financial service?
There are 50 million blogs — do we really need another?? (Actually there are probably more — WordPress hosts over 4 million…) I think we need a place to discuss professional selling of B2B and financial service. Service is understudied … Continue reading
