B2B Selling: Can You Win the Game?

Last Updated Jun 29, 2009 7:19 PM EDT

Think you've got what it takes to sell B2B? Here's an simulation game (based on a conversation with sales guru Neil Rackham) to tests your selling savvy.

Scenario: You've just been handed the name and phone number of a local company that's almost identical to one of your firm's biggest customers. Time to put your sales skills to work! Make your move... but watch out! You could end up scuttling the deal... or get yourself exiled to the marketing group!

What's your first move?
  • Click here to CALL THE COMPANY. The fastest path to success is to take immediate action! Call the company, find out who's the responsible executive, and get that appointment. Now!
  • Click here to RESEARCH THE COMPANY. You aren't entirely sure that you know enough about the company to start selling, so it's time to hit the books and figure out who's who and what's what.
  • Click here to VISIT THE COMPANY. Selling is all about relationships, so if you want to make a sale, you've got to make yourself known. So get down there, shake some hands and charm your way into the back office.
  • Geoffrey James

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