Business-to-Business Sales

By: Robbie Kellman Baxter

Duration: 1m 5s

Released: November 30, 2017

Description:

Business to business (B2B) sales are often more complex than business to consumer (B2C) sales. There is more competition at the B2B level, and more stakeholders. Salespeople are trying to sell to experienced buyers, who want the best product at the best price. However, with the right techniques, B2B can be the place where salespeople shine. Learn exactly what it takes to be successful at business to business sales – whether you’re moving from a B2C role or just starting your career in sales. Join Robbie Baxter, as she reviews over at typical day in B2B sales, from meeting with prospects to closing the deal. She provides insights into the skillset and personality of a successful salesperson, and tips for finding a B2B sales position. For sales managers and leaders, Robbie also provides some tips for building out B2B sales goals, structuring a sales team, and collaborating with the rest of the organization for ongoing success.

Topics include:

• A typical day in B2B sales
• Meeting with prospects
• Handling objections
• Closing the deal
• Getting a job in B2B sales
• Building out B2B sales goals and sales teams

Contents:

• Introduction
• 1. B2B Sales Basics
• 2. The Practice of B2B Selling
• 3. How to Become Successful at B2B Sales
• 4. B2B Organizational Issues
• Conclusion

Author:

Robbie Kellman Baxter is the founder of Peninsula Strategies LLC, a management consulting firm.

Robbie is also the author of The Membership Economy: Find Your Superusers, Master the Forever Transaction and Build Recurring Revenue, a book that has been named a top-five Marketing Book of the Year on Inc.com. She coined the popular business term “Membership Economy,” which is now used by organizations and journalists around the country and beyond.

Her clients have included large organizations like Netflix and the National Restaurant Association, as well as dozens of fast-growing, venture-backed companies. Over the course of her career, Robbie has consulted clients or worked in more than twenty industries. Before starting Peninsula Strategies LLC in 2001, Robbie served as a New York City Urban Fellow, a consultant at Booz Allen Hamilton, and a Silicon Valley product marketer. She has an AB from Harvard College and an MBA from the Stanford Graduate School of Business.

Robbie has been quoted or interviewed by major media outlets, including CNN, Consumer Reports, and NPR.

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