Smart Sales: Buyer Trust and Lead Generation

There’s a lot of great sales content floating around the web. It’s hard to decide what to read! Every Saturday, we summarize our favorite B2B sales posts from around the Web. It’s hard to catch it all, so let us know what great content we may have missed.

Here’s what caught our attention this week:

How to Score More Sales Leads: Don’t Believe the Buyer 2.0 Myths
Do you know what your buyer really wants?  Despite having technology and information at their fingertips, the bottom line is that you, not them, are the salesperson.  Just because your buyer claims to know what your product offers, doesn’t mean that they do.  You drive the sale.  You deliver the information.  Joanne Black speaks to the myth of the new buyer and how a salesperson is to find success.

Close More Deals By Doing This
When was the last time you were brutally honest with yourself?  When was the last time you thought about the areas where you could improve?  Truth be told, we’re not always our best critics, but more often than not, viewing ourselves through a critical eye is what helps us improve and what causes us to grow.  Jill Konrath offers her thoughts on the benefits of being brutally honest with yourself to make you a better salesperson.

Keep Buyers from Thinking You’re Tricking Them
As a salesperson, it’s important that you build trust with your buyer.  With the amount of products out there, you can’t take your pipeline for granted.  But what can you do when your buyer starts to think that you’re tricking them?  Deb Calvert offers some advice for ironing out some buyer misunderstandings.

The Value Disconnect by SMB Leadership
Leadership in SMB is facing a disconnect when it comes to seeing value.  On the one hand, you want your prospect to see the value in your product, but on the other, you might not necessarily want to invest the resources into solutions that could help your business.  Obviously, no one wants unnecessary spending, but the the hard truth is that if you want your business to grow, you need to invest time, money, and energy into helping it grow.  Leanne Hoagland-Smith gives some advice for separating price from value.

Unlock the Full Power of Your Testimonials
Client testimonials are a great way of leveraging your good work and, depending on who they come from, testimonials can have a significant influence on the future of your business.  Proof that something works is always something we look for, so what can you do to unlock the full potential of these testimonials to lead to greater sales success?  Colleen Francis gives her advice.

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