The Forensics of B2B Selling: A Field Guide to Selling Success in the B2B Space

By Neal Lappe

Selling into the B2B space is a satisfying and lucrative profession, if you're good at it. It's a real challenge, if you're not. This book provides a variety of strategies and tactics about how to market and sell B2B. 70% of all B2B sales made in the US are closed by the top 20% of salespeople in their respective industries - the elite salespeople. The other 80% are at best average in their performance. This book provides a series of practical methods and proven tactics about how to become an elite salesperson. It's not a book to be read cover-to-cover, but rather a field guide you should keep with you as you navigate the journey of marketing and selling your products and services. This book is comprised of several articles written over the years about marketing and sales strategies, processes and proven methods. The content is based on three sources; 1) my personal B2B selling experience, which landed me in the top 1% of sales consultants in my industry, 2) market research we conducted with decision makers in B2B industries to determine what they are looking for in sales professionals, 3) learning from participating in most of the top sales training courses offered, and 4) learning from hundreds of books read about sales and marketing.

• Format: Paperback
• Language: English
• ISBN: 1522933115
• ISBN13: 9781522933113
• Release Date: April 2016
• Publisher: CreateSpace Independent Publishing Platform
• Length: 188 Pages
• Weight: 0.65 lbs.
• Dimensions: 9.0" x 0.4" x 6.0"