Dr. Shiran has outlined the seven principles here. Want to know what truly separates exceptional B2B sales performers from average ones? A ground breaking analysis of 139 studies1 across four decades has uncovered the scientific answer. Let’s see how these principles link to excellent sales performance.

ELAvate’s Note: What is interesting here is these principles were confirmed many times by our former principal, AchieveGlobal, Inc, since the 1980’s. All Seven Principles have been built into our ELAvate Consultative Selling Skills (CSS) workshop with Asian focus and examples!

We have started a ELAvate Sales Success Podcast with our senior consultant Abhilash Sivaramam and the podcast we recorded today discussed the evolution of the Asian B2B customer and the impact it has on your salespeople’s productivity. This discussion with Abhi motivated me to scour the web and AI platforms to garner significant research on how B2B sales environment is changing across the globe. Let’s look at what I found and a solutions for each to improve your sales team success

Many B2B salespeople say prospecting is tougher in this post Covid, hybrid marketplace. Recently Hubspot investigated the latest research on prospecting via cold calling by B2B salespeople. I have summarized the key points from Hubspot here and added a few other relevant insights on cold calling.

Sales strategy experts have determined during Covid the number one strategy to protect and grow revenue is to focus on keeping your existing customers loyal. The B2B salesperson does this by demonstrating excellent customer service skills with an attitude of servant leadership. Excellent customer service is the doorway to farm accounts to expand revenue.