Change your new business generation from personalities to a system.

When a large B2B sale happens, there is a lot more going on that someone’s persuasion skills.

Divide the steps in the pipeline and work accounts through each stage, or step.

Find high probability accounts.

Eliminate those prospects who don’t’ fit.

Establish generic need, or simpatico.

Find opportunities first.  Make them later.

Strong interpersonal sales people often struggle with system selling.

Treat expanding existing business the same as you would finding new sales.

Load your pipeline so it delivers.

Think total market and top ten accounts.

Market potential vs. year over year planning.

Build the list and qualify through it.

Some customers buy more easily than others and are happier with your company.  They are the ideal customer.

Not all companies are only after increased sales or reduced cost.  Ask questions about the business need.

Every buyer type has their own reason for stopping or advancing your proposal.

Sales management is responsible for the sales people.