Business to Business Sales Success

The vision we support is business-to-business sales success through intelligent marketing results.   

Every sale begins with a conversation.  Whether you're selling to the Fortune 500 or a small business; whether you're making cold calls, attending a conference, or sitting in a prospective client's office; whether you know the person you're talking to or they're a complete stranger, every sale begins with a conversation.  Intelligent conversations begin with having:

• Something interesting to say.

• The ability to ask good questions.

• The patience and discipline to really listen, not only to what is said, but also to what is meant.

• An openness to learning something new from each conversation.

• The ability to focus on the moment.

• Awareness of the broader picture - other contacts within the company or industry, similar situations at competitors, current priorities, etc.

Intelligent conversations require knowledge, insight, good questions, the ability to listen and the ability to engage.  Let's start this conversation - my goal for this blog is to explore the complexities of the b2b sales process and share the insights we gain and observations we make through our work at MSC Marketing.