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Sales Leadership Radio

Author: Gregg Fauceglia

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Helping sales leaders succeed in the world of modern sales.
67 Episodes
6 Shifts in B2B Sales

6 Shifts in B2B Sales


B2B sales has always been hard. The question is have you taken time to recognize the six dramatic shifts that have impacted B2B sales since 2009. I recognized them - in some cases the hard way - and share them on this episode.
If you’ve been in sales over the last ten years you’ve heard the statement that the balance of power in sales has shifted from the seller to the buyer. It’s one way of attempting to explain why sales has gotten more difficult. Is this statement true? Is there more going on?
Sales has changed. Got it. Let’s adapt to this new reality. We’re going to be exploring three areas where we need to “get better” - hat tip to Jim Rohn - to continue to be effective sales leaders. I’m excited to be sharing this content with you as we learn together how to adapt and succeed in modern sales.
She hung up on me!

She hung up on me!


The cold approach to finding new clients can be hazardous today. Be careful!
To succeed in the world of modern selling you need to focus on professional development, not more sales training. In this episode I share some of the topics I recommend you consider. I’ll add to the list and make more information available on each topic to help you learn about and explore each.
Traditional sales tactics aren’t as effective today because the prospective client is better educated about your product or service and just isn’t as likely to respond favorably to these tactics. In fact, you may end up turning them off if you’re still using them. In this episode I discuss why leadership development is more appropriate to succeed in modern sales.
While a lot has changed about modern sales. Some aspects of sales haven’t changed. In fact, some things are now more important than ever if you intend to be an effective and successful sales leader.
Brian Tracy once said to be successful figure out our what the six most important things in your business are and focus on them daily. That was 20-some years ago. Today, you must focus on one thing.
As our industry changes we sales leaders need to be aware of new resources which can help us stay relevant to our companies and/or clients. Two new resources I encourage you to investigate are SalesTribe and SwarmSales. Each are focused on helping you operate effectively at the leading edge of sales.
The Sandler Sales System was developed in 1967 by David Sandler. 50 years later, with millions trained, the Sandler system is still very effective. What is unique about Sandler its emphasis on the qualification stage rather than the closing stage. And, if done correctly, the prospect will close themselves and move the transaction forward.
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