Comments for Selling B2B Service

Comment on Call Center Selling by Aracelis Andreotti

Aracelis Andreotti — Fri, 14 May 2010 21:10:28 +0000

how do you find a profitable call center?

Comment on Adaptive selling: adjusting to customer styles by chips zynga

chips zynga — Sat, 20 Mar 2010 20:38:03 +0000

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Comment on Career Portfolio, not Path by Caroline

Caroline — Sun, 15 Nov 2009 18:53:17 +0000

When I think of a career, a certain “path” does come to mind. My father joined the Navy when he was 18. He retired at 47 as a Captain. He rose through the ranks his entire life. Although he is retired, he still works for the Navy, as a civilian. From my understanding, his career #2 is just an extension of his first career. On the other hand, my mother graduated from Florida State as a biology major. She soon became a nurse. She quit once she had my older brother and three other children. A few years ago when my youngest brother was old enough to take care of himself, my mom went back to school to get a teaching degree. She now teaches biology at a private school near our home. My older brother just began working for John Hopkins. It makes me wonder if he will work for the company his entire career or if he will jump around. And then where will I be next year? In five years? And what will I have accomplished in 30?

Comment on Listen to your salespeople! by Teal

Teal — Thu, 12 Nov 2009 23:53:02 +0000

I completely agree that it is very important to listen to what the salespeople and other employees have to say about things that are going on in the company. Usually salespeople are the front line when it comes to the business and they know what works and what doesn’t. They also see how things could be fixed, they just need someone of importance to tell it to. Nothing builds confidence faster than when one of your own ideas is currently being used to boost productivity. Most employeers just seem to be taking the phrase “it’s my way or the highway!” way to seriously. They need to understand that their employees may have a better perspective on the problems the company is facing and possibly know a solution.

Comment on Adaptive selling: adjusting to customer styles by Hillary

Hillary — Fri, 30 Oct 2009 18:57:33 +0000

I agree that adapting to different social styles can significantly increase sales. We have studied the four social styles and I firmly believe that in order to be successful in selling you must be aware of these various styles in order to present to a prospect with a style different than your own. A salesman talked about how he deals with highly assertive and/or responsive people, as well as low assertive/responsive people. I think that knowing how to deal with people in general, is a valuable skill in life. Be honest in what you do, but at the same time, especially in sales, know how you would deal with a customer who is a driver, analytical, expressive, or amiable. Knowing this matrix and these social styles is an important part in closing that sale!!!

Comment on Looking for Cinderella? by Jessica

Jessica — Fri, 23 Oct 2009 20:29:35 +0000

It was really good to make the tournament. Even though the game didn’t end in our favor I still thought they played well and gave a good name for Radford Athletics. I’ll be looking forward to this upcoming season to see if we can make it again. I wish them all the luck. It would do great things for our University and our Basketball program.

Comment on Career Portfolio, not Path by Ayers G

Ayers G — Wed, 21 Oct 2009 19:18:23 +0000

I agree with “career portfolio” instead of “career path”. I dislike the idea of having my life planed out for me. I do not even like the idea of knowing what I want to do in five years; I barely know what I want to do in five minutes! I believe in lifelong learning and continually bettering yourself, and being successful according to your definition of success. Disregard anyone else’s definition of success; you will not be happy if you follow someone else’s.

Comment on Looking for Cinderella? by Lgboy

Lgboy — Tue, 20 Oct 2009 03:28:08 +0000

I agree, Radford did so well to get to the dance and to be forced to play UNC was unfair. I understand that because UNC was a #1 seed they should play a weaker team first but there should be a game played to determine who plays UNC, like Radford against #8 seed? RU just didnt have the depth to keep up. We will be back this year and harder to beat for sure.

Comment on Listen to your salespeople! by Joshua

Joshua — Wed, 14 Oct 2009 18:23:29 +0000

I would agree that you need to settle down and listen to your employees more. It is annoying when you know management is doing something they shouldn’t be doing, not only from your stand point, but from customers stand points, but management seems to think it is perfectly fine. I don’t know how many times I’ve came across something that needed to be addressed and I was given the, “Well I’m the boss and you work for me. You don’t know what you’re talking about!” speech.

If managers share information with the employees and include them in making decisions, then I feel the productivity of the company would increase. I’m not saying include them on everything, because the manager is a manager for a reason, but on decisions that the employee would know more about, they should be included. They should especially be included on decisions that would impact customers, or decisions that would affect customers at that level.

Comment on Listen to your salespeople! by Caroline

Caroline — Mon, 05 Oct 2009 00:28:03 +0000

When you think about small businesses, often the owner is the customer, salesperson,and manager all in one. This works in a business where the employer can develop a relationship with the client. In big, corporate business, managers are not able to do this. It should be up to the salespeople to tell management what the customer is thinking since they are truly the only resources that really do know. Now you might say the R&D department has this covered. Maybe so, but when you think of pesky customer surveys, between the salespeople and the surveys, who is more likely to recieve valauable CORRECT information. Sales is a cut throat game. Getting the opinion of a salesperson may be risky. It is hard to say at what point does the goal of the sale and the goal of making the customer happy start and end? In the end, people like to be heard. Listening to your salespeople will help you understand a lot more about them and a little bit more about your customers. In the end, happy employers and happy customers will bring in a lot of business.