What it takes to get the best talent to work for you, now.
Once someone realizes that today’s B2B buying teams buy differently than the way they continue to sell, it usually creates an “Oh, crap!” moment. The 3 Deadly Cs of Sales – Commoditization, Consensus Decision-Making, and Compressed Selling Time – have completely changed B2B […]
Basically, if you’re working for a company that sells anything – services, products, ideas, etc. – then the sales team is a very critical component of the team. They are your front-facing department that can quickly alter the impression of those who know and don’t know your company. If they’re aggressive, it’s a turn-off, if […]
We all love caller ID right?
To me, it is physically hard to actually push the green button when I don’t get to know who is calling first. Imagine what the power of website caller id can do for your business. The ability to know who is “calling” could be the difference between making the sale […]
Have you ever wondered why it’s so difficult to win RFP’s?
All the time, resources and energy that go in to RFP’s is incredible, and for what? a potential 1-3 shot of winning?
Let’s be honest, when buyers read the RFP response they will turn right to the page “Cost” or “Investment”. Most of us do it, […]
BBC – Bottomley Business Consulting is honored to welcome Bill Kurtenbach to our team.
Bill is a highly seasoned executive with over 45 years of success as CEO, COO and owner in small to mid sized firms. Bill is a principle of BBC with the primary focus on strategic business development. We are excited to see Bill in action […]
“In terms of doing work and in terms of learning and evolving as a person, you just grow more when you get more people’s perspectives.” Mark Zuckerberg
Most leaders are born with an innate ability to see both sides of a conflict, view alternative methods to solve a problem, and maintain an attitude that allows […]
In our first neuroselling post The Better Way To Win Business (Part 1) we gave a high level overview of neuroselling, in our second post Neuroselling – Getting to the why (Part 2) we discussed developing your “why” or convincing advantages. Now you have enough information to be dangerous when it comes to neuroselling. You may […]
In our first neuroselling blog post we gave a high level overview of what neuroselling is and how it works. If you missed it, check it out here The Better Way To Win Business (Part 1) for helpful background information on neuroselling. Now that you have the basics, let’s dig into the nitty gritty…getting to the […]
I am sure some salespeople took note of the title of this post (Or at least I would hope so). How are salespeople getting in the way of revenue you might ask?
12% of sales calls add value (What?)
Here are three common reasons why…
Salespeople can’t identify the pain
Salespeople don’t have a solution to the pain
Salespeople don’t have clear messaging
[…]
Based on neuroscience, neuroselling uses tactics and strategies that trigger the buyer’s primitive, or lizard, brain to give your products and services a positive edge in the decision making process. We’d like to think that we are smarter than iguanas; that the human mental capacity has surpassed that of our reptilian friends, but the truth […]