Excerpt from my upcoming book at amazon.com - "Sellers from Mars and Buyers from Venus - Elements of Nature Meet B2B Sales"
How to apply the five elements framework when engaging a Procurement Executive.
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Next: Coming up
- How B2B Sales are different in Service vs Product
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Previous articles can be read here.
- Part 8 on How to apply elements framework for Sales Planning and Execution can be read here.
- Part 7 on How to apply elements framework for identifying Steve Jobs Persona can be read here
- Part 6 on How to apply elements framework on a Legal Service Counsel can be read here.
- Part 5 on How a Marketing Manager will engage can be read here
- Part 4 on How a Sponsoring Executive will engage can be read here
- Part 3 on Negotiation Styles in B2B Sales can be read here
- Part 2 on Persona Mapping in B2B Sales can be read here
- Part 1 on Marrying Elements of Nature with B2B Sales can be read here
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