My Top 10 Principles for Winning at B2B Sales


The following list of principles is a short guide as to how you might think about B2B sales now. The list and the principles are both prescriptive, suggesting you do something, that you take action. The principles leave room for you to make different choices instead of limiting the actions you might take in pursuit of following these laws.

There are a few links here to posts and books I have written that might provide additional guidance, should you need it.

Be other-oriented: The more you focus on serving your client, the easier you make selling. If you are self-oriented, you create resistance to buying from you because your motivations betray the fact that the deal is about you.

Create value in every interaction: Your client has to believe they benefitted from giving you their time. If you wasted their time, you are less likely…

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