How to Boom B2b Sales

By Carmit Yadin

This book provides useful information in a clear and elegant form. Highly recommend to anyone looking for ways to develop and improve sales skills.
A. Migdal an Author and Entrepreneur

I find this book very refreshing and well written. It has great approaches and proper key point for sales people to use on a day to day sales activities.
M. Lovovsky, Sales Leader and Executive.

Carmit Yadin does a great job of capturing practices that work and practices that dont in the real world.
C.Jones. Founder and CEO

The best salespeople in the corporate and B2B worlds share similar qualities and skills, and if you want to join them, youll need to study their methods.

Thats not always easy in the cutthroat world of sales, where competition between companies and within organizations complicates the process. Fortunately, this guidebookthe first one in the How to Boom serieshelps you cultivate the right relationships with the right people.

Carmit Yadin, a veteran marketer who has worked primarily with multinational companies, delivers practical tools and advice to make B2B sales simple and doable. Learn how to:

focus on the customers financial resultsnot your own;
break your sales process into small bites;
create a pool of B2B sales leads;
qualify and follow up with potential customers;
generate more sales through social media.

Each chapter includes a helpful summary with bullet points reiterating main themes. After reading this guide, youll want to get future books in the series, which will focus on marketing and social media for B2B professionals.

Whether youre just starting your career in sales or are a seasoned professional, youll discover best practices to help close more deals with How to Boom B2B Sales.

• Language: English
• Publisher: Archway Publishing
• Release date: Jan 15, 2015
• ISBN: 9781480812284

Carmit Yadin

Carmit Yadin helps business leaders increase sales and growth. Her open and honest approach focuses on listening to people and building authentic relationships based on trust and understanding. Her experience is in the high-tech industry, working primarily with multinational corporations. She is a TEDx Speaker about business strategies and conflicts. She lives in Tel Aviv. Visit her blog at www.carmityadin.com.

Book preview

Copyright © 2014 Carmit Yadin.

All rights reserved. No part of this book may be used or reproduced by any means, graphic, electronic, or mechanical, including photocopying, recording, taping or by any information storage retrieval system without the written permission of the publisher except in the case of brief quotations embodied in critical articles and reviews.

Archway Publishing

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Bloomington, IN 47403

www.archwaypublishing.com

1-(888)-242-5904

Because of the dynamic nature of the Internet, any web addresses or links contained in this book may have changed since publication and may no longer be valid. The views expressed in this work are solely those of the author and do not necessarily reflect the views of the publisher, and the publisher hereby disclaims any responsibility for them.

Any people depicted in stock imagery provided by Thinkstock are models, and such images are being used for illustrative purposes only.

Certain stock imagery © Thinkstock.

ISBN: 978-1-4808-1227-7 (sc)

ISBN: 978-1-4808-1229-1 (hc)

ISBN: 978-1-4808-1228-4 (e)

Library of Congress Control Number: 2014918937

Archway Publishing rev. date: 01/14/15

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Contents

About the Author

About the Carmit Yadin Blog

Chapter 1:     Introduction

Chapter 2:     What You Need to Know

Chapter 3:     The Keys to B2B Sales

Chapter 4:     The Qualities of a Good Sales Professional

Chapter 5:     Understand the Decision Makers

Chapter 6:     What You Really Need to Ask

Chapter 7:     Understand Your Customer’s Needs

Chapter 8:     Stop Selling to BOOM Your Sales

Chapter 9:     How to Build Trust

Chapter 10:   Create Your Sales Message

Chapter 11:   Fire Up Your Sales Meeting

Chapter 12:   Break Your Pitch Into Small Bites

Chapter 13:   Networking in B2B Sales

Chapter 14:   It’s Not About Price

Chapter 15:   How to Create a Pool of B2B Sales Leads

Chapter 16:   How to Qualify Your Sales Leads

Chapter 17:   How to Follow Up on Sales Leads

Chapter 18:   B2B and Social Media

Chapter 19:   How to Generate B2B Sales With Social Media

Chapter 20:   How to Sell Anything to Anyone

Chapter 21:   How to Handle Fears in Sales

Chapter 22:   How to Create Loyal Customers

Thank you for reading this book!

Please follow my blog: http://carmityadin.com/. Get access to outstanding articles about sales, marketing, and innovation in technology.

Feel free to contact me with any questions or opinions. I’m always interested in your thoughts and observations. Please don’t hesitate to share them with me!

About the Author

C armit Yadin is a business leader with a background in various IT industries and experience in communication and building relationships in multicultural environments.

Ms. Yadin is a seasoned expert in many areas of business, and she possesses specialized and proven expertise in business competition management as it relates to the world of technology.

In her blog, she breaks down the ins and outs of the business world so that others can benefit from her wisdom and successes.

Visit Carmit’s TEDx Talk –

Why conflicts doesn’t have to be distinctive –

https://www.youtube.com/watch?v=N1R84-5DYEA

Contact:

E-mail: [e-mail]

LinkedIn: il.linkedin.com/pub/carmit-yadin/4/209/a03/

Twitter: @CarmitYadin

About the

Carmit Yadin Blog

S uccessfully navigating the worlds of business and technology a hundred percent of the time is easier said than done, but if there’s anyone who knows how to make it happen, it’s Carmit Yadin. Her blog at CarmitYadin.com provides unique and innovative insights, advice, and information for success-oriented individuals looking to reach similar heights in their own careers. Follow Carmit as she blogs and reports on the following:

• Information on how to manage business competition in a variety of areas, such as product marketing, business plan development, international client management, and more.

• Today’s hottest technological products and services.

• Tips on how to put your creativity, people skills, and technological background to work for you when it comes to getting ahead in the business world.

• Articles and information on all the latest developments in the world of technology.

Chapter 1:

Introduction

I wish I could say it was easy. It wasn’t, but it wasn’t hard either. But without a strong reason or purpose, anything in life is hard.

—Robert T. Kiyosaki, Rich Dad, Poor Dad

T his is the first book in the How to BOOM series. This guide holds the secret to creating strong sales professionals in the business-to-business (B2B) world. It includes everything you need to know from a sales perspective and everything a sales professional should know in order to make as many sales as possible. The other books in the How to BOOM series will address marketing and social media in the B2B world.

The aim of this guide is to help new salespeople in the corporate and B2B worlds, as well as to help existing salespeople improve their skills for better results. It will tell you exactly what you need to know, give you some practice tools and advice, and make B2B sales simple and doable. At the end of each chapter, you will find a helpful summary of what you’ve just read called Key Points. It will give you easy-to-access tools, so you can use it as an ongoing resource during your day-to-day sales tasks.

How this guide came to be

A few years ago, after over a decade in the high-tech industry with experience as an engineer and strong business experience from home, I had my first position in sales. I was very proud of attaining this role in a global company with a global market. I had always wanted to run a sales business on a global scale. It was a great opportunity with huge expectations, both from my superiors and myself.

There was only one thing missing. I had no experience in actual sales in the B2B market. I had lots of great skills, but selling wasn’t one of them. As soon