Lonny James’ Post

Want to start a B2B sales career? Yes, but you don't know how? I’ll tell you a secret! Starting a B2B (business-to-business) sales career can be a rewarding path, as it not only involves selling products or services but also requires building solid, long-term business relationships. What we need to know first is… #B2BSalesCareer #Marketing #BusinessMinded #BeFirstDigital #B2BCareer

A day in my life as a consultative sales person. I start my day by reviewing my pipeline and planning it based on priority. This often includes prepping for meetings, researching prospects, and refining proposals. After that I start engagement from calls and virtual meetings to on-site visits, I spend this time understanding clients needs, presenting tailored solutions, and addressing any concerns. I follow-up on my clients engagement via mail and also the fulfillment team. What I love most about my job is that no two days are ever the same. #b2bsales #sales #enterprisesales #b2b

How do you know if an opportunity is an opportunity? I have been in B2B sales for over 20 years. You need a simple method. BANT is your friend. Budget (B) The prospect tells you there is or could be a budget created for a project OR the prospect has made an significant purchase sometime in the last 12 months Authority (A) There is at least one Contact that is interested in solving its [Problem] who is Director Level or above. Also, you must have the contact info of the Decision Maker and either you or your Contact has spoken to the Decision Maker about a potential project. Need (N) You have identified a specific problem and pain point. Timing (T) The prospect provides you with an understanding of a potential decision timeline, understanding of an event, or expected time of when they want a solution in place. To go from "lead" to "Qualified Opportunity" you need to know the "Need" and one other. Need + 1 Thats the formula for opportunity qualifying. #BANT #Sales #B2B #BizDev #Business

To have success in B2B Sales you need to be a consultative seller. This means taking a genuine interest in your prospects/clients business and helping them achieve their business outcomes. We should view ourselves more as a consultant than a salesperson. With this approach you will learn more about their business and better advise if they are a right fit for your solution and what product is going to best achieve THEIR goals and outcomes. This lends credibility and establishes trust with the people you're working with...which will mean more $$$ for you. As a leader you want assertive salespeople that are not afraid to ask the tough question and ask for the sale. If you can teach that person to also take a step back and assess the business before pitching a product they will have a lot of success. If we are proactively reaching out to them they likely are not interested so coming out and pitching a product will lead to minimal success. We want to focus on getting them to the next step in the process which is likely a discovery meeting at their office or virtually. Last week, when working with the Titans Sales Team we talked a lot about this and how they need to be aware of who they are reaching out to. The conversation with a past season ticket holder a few days before the season is going to be much different than a new business prospect that you are speaking with for the first time. #b2b #sales #consultant

Missing out on sales opportunities can feel like a bonk in the head. Looking to use #leadgeneration to get some high quality #B2B opportunities? You've found the right place. Contact our team today to learn about how we strategically target industries to get you the leads you've been searching for.

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Stop acting like a desperate B2B sales rep begging for a prospects time ❌ The way you act and how you carry yourself is how others are going to treat you. If you’re great at what you do and have a solution that prospects need, then they are lucky to meet with YOU. Not the other way around. Phrases that make you sound desperate are: “I’m sorry I missed you” “Do you have 2 minutes to talk?” “Please let me know if we can set up a quick call to see if we can meet your needs” “Please let me know if you’re open to chat” Immediately STOP! #b2bsales #sales #techsales #prospecting #email

These are the top 10 traits of 1% B2B sales professionals: 1. Disciplined 2. Bold 3. Extremely confident 4. Knowledgable 5. Ability to be a chameleon 6. Persistent 7. Tenacious 8. Great public speakers 9. Driven 10. Outside of the box thinkers 99% of B2B sales reps don't have these and are too busy complaining about their manager, taking long lunches, not blocking out their prospecting times, lazy, and the list goes on... #top1percent #b2bsales #toperformers #prospecting #closing