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Introduction to the Agile B2B Selling Guide

The guide is a response to the growing demand of sales departments for the transformation of the transactional sales model towards the Agile Advisory Sales model in the B2B segment.

It will be regularly supplemented and expanded with new sections. I encourage you to ask questions and a constructive discussion based on your experience.

Agile B2B Selling Guide – contents

The guide is divided into parts. It is developed on regular basis.

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Part 1.

Why today Sales is nothing without Marketing.

status: publication date – March 2020

I present 5 fundamental reasons why B2B sales should not be conducted according to classic rules.

Part 2.

Sales Funnel is killing Agile Selling.

status: publication date: March 2020

Sales funnel can damage you business. It also affects the attitude of managers and the sales team in the negative way.

Part 3.

MARS1 Agile Framework

(MARS1 – Marketing & Sales as ONE)

status: publication date – March 2020

The MARS1 Agile Framework is not just an alternative to the funnel. It is also a space that enables full integration of B2B marketing and sales.

Part 4.

How to use MARS1 Agile Framework

(Inbound and outbound methods for Sales)

status: publication date – March 2020

The innovative sales methods presented in this part redefine what a sales reps should do to be effective.

Part 5.

Customer segmentation – MARS1 approach

(Value proposition and segment mix)

status: publication date – March 2020

Segmentation is often seen as a boring and insignificant element of sales. Meanwhile, it decides whether sales reps spend time on the right customers or lose it on customers who will never buy.

Part 6.

New Sales competencies

MARS1 Agile Framework

status: publication date – March 2020

An effective sales rep is constantly expanding competence. In this part I show “must have” competences.

Part 7.

SalesTech

(mobile first, SalesTech stack, digital transformation

status: publication date – April 2020

Best practices for modern Sales.

Part 8.

B2B Sales Strategy & Tactics

(MARS1 Agile Framework approach))

status: publication date – April 2020

In this part I will show you step by step how to build an MARS1 Agile Sales Strategy.

Part 9.

MARS1 Digital Transformation walk-through

develop, execute, scale-up)

status: publication date – April 2020

On one hand, this topic mainly concerns sales managers and management boards. On the other hand, the transformation – i.e. The Change – applies primarily to sales teams. It is worth to know how such a transformation can look like in order not to lose your job, but to strengthen your position in the company.

Part…

Next parts of the guide on your request

(contact me on LinkedIn)

status: will be determined

Fell free to bring to me new topics that I should engage in. Send me a message on LinkedIN. Link to my profile here

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