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 WHY questions.

  1. WHY Change?
  2. WHY Now?
  3. WHY Our Company?

These questions will come, especially during our first conversations. And we believe you should always be reaching out to your ideal client base.

Let’s look at each of these WHY questions in more detail.


There is really only one true reason you would change. You are not getting the results you want to reach your goals.

But most B2B companies won’t change right away. They believe that if they keep doing the same things over again, with a small tweak here or there, they are bound to find results somewhere.

That’s because change is a disruptor. It means disrupting some routines and processes.

You may be having these concerns right now:

  • The end of the year is approaching, and you might not reach your targets.
  • You have some aggressive goals for 2021 but not sure how to get there.
  • Your sales team is mainly managing existing accounts and too busy to prospect.

We find we speak with two types of companies. Those who feel that these problems are just the nature of doing business, and something they have to accept; and companies that have decided that they need to solve these problems to drive change. Which one are you?

We aren’t much of a disruptor. Quite smoothly, we work in your markets as an extension of your sales team. Instead of a big leap, let us help you with a small challenge at first, to show you how we can help you grow your business, by getting you more sales appointments.

You will need prospects to start 2021.

Is the New Year a slow time for your sales team? …as prospects slowly awaken from the holiday season? Let us help you set up appointments for early next year, so that you already have a big step forward to reaching your 2021 goals, right out of the gate.


There are less than two months left this year to reach your revenue targets. 2021 is coming up fast.

But as always in life, timing is everything.

There is an old saying; “The best time to plant a tree was 20 years ago, the second best time is now”.

You may say, “we are too busy trying to close deals before year-end, and ensuring our current clients are happy. We don’t have time to work on prospecting”.

So, when is the best time to start with a new program, to help you get ready for 2021?

Let me emphasize it – now is always the best time

This is true for whatever you are selling.

Contact us, and let’s talk about how you can get started right away, getting leads for 2021.


This year has been especially difficult for all companies, because of the Covid-19 pandemic.

If you feel your sales people are overwhelmed, and that your sales people are especially struggling at prospecting, let us help.

We’ve been helping B2B companies grow for over twenty years.

That’s what we do. We are experts in helping our clients with their prospecting.

So why not let us do your prospecting for you. Then your sales people can spend more time selling to the new accounts they are trying to close now, while also maintaining their current customers.

And instead of cold calling, we can set up warm calls for them to follow up on, either later this year, and especially in early 2021.

That is what we do best, lead generation and appointment setting for your sales people, with your prospects.

We guarantee that every lead and appointment will be qualified to your specifications.

We’ve been doing it for 20 years. So, we’re pretty good at it.

Are you ready to initiate change for the better?

If so, let us help you get a jump start for your 2021 business.

Contact us today and we will get back to you ASAP, to discuss your needs and how we might help you.

There is no charge for this, and most companies learn a lot, just by talking to us.

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