If you’ve been relying on your website for lead generation consider trying a landing page optimized to convert visitors into leads.

One of the biggest mistakes B2B salespeople make today is neglecting professional development. A shift has occurred in B2B sales, away from traditional sales tactics to a relationship centered approach. Today the key differentiator in your success is you. Think about moving beyond sales training to identifying behaviors and habits to stop and leadership attributes to acquire.

Professional reflection. If leadership isn’t interested, be worried. Be very worried.

If you’ve been in sales for awhile hopefully you’ve received good sales training. One of the shifts taking place in B2B sales today is the need to blend traditional sales tactics with a relationship centered approach.

One of the biggest mistakes B2B salespeople make today is emphasizing activity rather than being strategic in how they approach their prospects.

Your prospects today have access to more information than ever before. This saves time and makes selling more efficient. At the same time B2B salespeople who are willing to do their homework can learn more about their prospect than ever before. In this video I share of the resources available to B2B sellers today which if leveraged can help them maintain an edge in the selling process.

One of the biggest mistakes B2B salespeople make today is “increasing the volume" and "adding to the noise.” In an already noisy environment where overwhelmed prospects are difficult to reach, increasing the volume and frequency of cold calls and emails to attract attention will damage your chances of connecting with your prospect.

Are you using LinkedIn as another tactic in your cold outreach, connecting with prospects and immediately beginning to sell? LinkedIn when done correctly is a great way to build relationships over time, moving cold prospects to leads and clients. But you need a system and the patience to implement and work it.

Salespeople, would you like to know how to move into the top 20% of producers quickly? It’s a simple program that requires focus and self discipline every day. Which is why 80% of sales people don’t do it.

Spending a lot of time on “low-yield” activities and not getting the results you expect (our are used to)? Your prospect is overwhelmed. They might be interested in hearing from you. It could simply be a question of not enough bandwidth. Find a better way to reach them.