Steve Kearns

Posts by Steve Kearns

  • Trending This Week: Achieving Headliner Status

    September 21, 2018

    In the B2B buying process, the internet has become the warm-up act. As sales pros, we need to earn our headliner status by syncing our sales routine with what buyers want to see. By the time B2B buyers sit down with us, chances are they are ready for the main act. Research shows that the majority of prospects prefer to engage with a sales pro after they’ve...

  • How B2B Sellers Can Gain Buyer Trust with Thought Leadership

    September 18, 2018

    There’s plenty of talk about the importance of trust between buyers and sellers — with good reason. Any sales professional can intuitively understand why it’s vital to gain the confidence of prospective customers. But have you ever paused to consider what it truly means when buyers place trust in you? It means they have faith in you to help them make their way...

  • Trending This Week: Practice Makes Perfect

    September 14, 2018

    Both musicians and B2B sales pros can benefit from regular jam sessions. The difference is that while musicians need to practice their chords, sales pros need to ensure they strike the right chords with B2B buyers. While you may think you get enough “practice” just by completing your appointment schedule each day, there are definite reasons to explore deliberate...

  • How Modern Sellers Can Take Advantage of the Power of...

    September 4, 2018

    As sales pros, it’s our job to understand where our prospects are in the purchasing cycle and how we can help them move forward. The...

  • Trending This Week: A Little Love for Technology

    August 24, 2018

    At a time where more and more people are turning to dating apps and online matchmaking services to find their soulmates, it’s a little...

  • Trending This Week: Too Many Questions

    August 17, 2018

    The discovery call often sets the tone for the relationship. By asking questions, we can ascertain interest and ensure a good fit...