B2B Success

Posted by Tom Locke on January 16th, 2014 filed in Business

In today’s business world the most successful B2B sales people are those who challenge their clients.  They are able to do this by being seen as experts which allows them to politely battle for control with their clients in coming up with solutions for them.

The days of being a generalist are gone.  Generalists do not have the power to push back.

And the quality of expertise ranks over the quality of service.

For more on this check out Blair Enns and his philosophy of “Win Without Pitching” –  http://www.winwithoutpitching.com/manifesto

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