Articles

The 3 Why’s of B2B Sales

As you know, whenever you’re selling in the B2B world, you are going to run into objections. The same holds true whenever a vendor contacts you about their products or services. You are going to ask questions of the vendor. So, if we contact you for our services, you would want to ask these three [ … ]

How to improve your prospecting during covid

Covid-19 has changed the world of B2B sales. Even if you started the year with a packed pipeline, few businesses have escaped the economic turmoil. According to McKinsey & Co, about 50% of B2B buyers are holding off on purchases because of the pandemic. Lowering quotas, slashing forecasts, and cutting marketing budgets are a must for many [ … ]

4 Essential Factors For Managing A Remote Sales Force

As you know, managing sales people can be difficult, even in the best of times. Ensuring every sales person is pulling their weight, and reaching their goals and quota, needs constant monitoring. During these pandemic times, managing your people remotely is even a bigger challenge for everyone. So, what to do? There are many resources, [ … ]

Pipeline looking dry post lockdown?

Only a small percentage of B2B businesses have benefited from the pandemic, and the resulting lockdown. For most, the pipeline is looking pretty dry these days – and it’s not looking all that much better for the fall. If you’re like most executives, you aren’t quite sure how to kick-start your business, as the country [ … ]

Your Most Important Hire

The most important investment, a B2B company can make, is to ensure it hires top performing sales people. Why do I say this? Because your sales force is the front line to all of your prospects and clients. If you don’t hire top performing sales people, you could suffer drastically in the short and the [ … ]

Keep doing this to ensure success

All of us here at York Consulting want to wish you a happy New Year, and we sincerely hope that 2020 is your most successful year yet. We also hope you have not only enjoyed the articles we write for you, but more importantly, you get good business value from them. There are two things [ … ]

The Year-End Dilemma!

As you move through December, you usually work on two areas of your business. You work on closing as many deals as you can, to reach or exceed your quotas for the year. You start planning for next year. But a third initiative, just as important, often gets overlooked. Where most B2B companies usually ease [ … ]

Recession: Media attention getter or something you can plan for?

As a business executive, you well know that there are many ups and downs you encounter in any business cycle. You know that good times don’t last forever, and neither do bad times. I’m also sure you know that the past ten years have been one of the longest growth periods in recorded time. And [ … ]

The Final Quarter is here, are you ready?

As we head into the final quarter of the year, we all need to pick up our game. Like in most sports, the final quarter is where the game is really won or lost. It’s where you really have to turn up the heat, and leave it all on the field, rink, or court, for [ … ]

The B2B Sales Dilemma!

Why can’t my sales people sell? This is a refrain we hear all the time from B2B business owners. There are many reasons for this. But the biggest reason is that very few B2B companies train their sales and marketing people anymore, and even fewer have ongoing coaching. And yet selling in the B2B marketplace [ … ]

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