Top B2B sellers win at least 50.1% of their deals.

Three Essential Sales Questions To Ask About Every Prospect Every Day

The One True Sales Tip: The Zen of Selling

<p><a href="http://zerotimeselling.com/wp-content/uploads/2012/08/Zen-Salesperson.jpg"><img title="Zen Salesperson" src="http://zerotimeselling.com/wp-content/uploads/2012/08/Zen-Salesperson.jpg" alt=" width="446" height="500" /></a> </p> <p><span style="font-size: small;">As a speaker, consultant and author I am often asked by sales managers and sales professionals: "If you had to choose one piece of advice to give me about how to grow sales, what would it be?" My standard answer is "Sell more."  Read on to learn why there is more to this advice than meets the eye.</span></p>

The Top 5 Sales Books Recommended by Leading Sales Experts

What is the Meaning and Value of Content in Selling?

<p><span style="font-size: medium;"><a href="http://zerotimeselling.com/wp-content/uploads/2012/02/computer-with-gears.jpg"><img title="computer with gears" src="http://zerotimeselling.com/wp-content/uploads/2012/02/computer-with-gears.jpg" alt=" width="500" height="452" /></a> </span></p> <p><strong><span style="font-size: medium;">What does “content” mean for your customer? </span></strong></p> <p><span style="font-size: small;">When asked to define “content” salespeople tend to have a very parochial point of view, believing that content is solely the information developed by their company, about their own products and services, that they can supply to their prospects.</span></p> <p><span style="font-size: small;">Unfortunately that narrow perspective creates a mismatch with the information needs of their prospects. Prospects are looking to gather not only the specifics about particular products and services but also information and data that will help create the overall context for the decision they have to make.</span></p> <p><span style="font-size: small;">Read on to learn the 3 easy steps any salesperson can take to become an effective, value-creating content provider for his or her prospects.</span></p>

The Role of Content in Winning the B2B Sale

<p style="text-align: center;"><a href="http://zerotimeselling.com/wp-content/uploads/2012/03/Questions-and-answers.jpg"><img class="aligncenter" title="Questions and answers" src="http://zerotimeselling.com/wp-content/uploads/2012/03/Questions-and-answers.jpg" alt=" width="425" height="282" /></a></p> <p><strong>Think Beyond the Content You Have to the Content the Prospect Needs</strong></p> <p><span style="font-size: small;">Not that long ago I wrote an article on the <a href="http://zerotimeselling.com/the-value-of-content-in-sales" target="_blank" rel="noopener noreferrer">Meaning and Value of Content in Selling</a>. I recently came across some slides from a webinar titled <a href="http://www.slideshare.net/G3Com/inside-the-mind-of-the-b2-b-buyer" target="_blank" rel="noopener noreferrer">"Inside the Mind of the B2B Buyer"</a>  that was presented by <a href="http://www.demandgenreport.com/" target="_blank" rel="noopener noreferrer">DemandGenReport</a>and <a href="http://www.genius.com/" target="_blank" rel="noopener noreferrer">Genius.com</a>. They further illuminate the discussion about the value of content in selling with some interesting research data about your prospect's information requirements and their perceptions of the role the seller plays as a content provider.  </span></p> <p><span style="font-size: small;">Read on to learn what value the B2B buyer wants the winning seller to provide.</span></p>

There Are Few Absolutes In Sales. Just Things You Can Measure And Improve

The Basics Are Still The Best Drivers Of Sales Performance

The Myth Of The One-Time Discount

The Real Sharp End

The Cure for Buyer's Remorse