How To Avoid Conflict in Business-To-Business Sales: Tips From A Best-Selling Business Sales Author

Business-to-business sales is supposed to be about a mutually beneficial relationship between buyers and sellers, but that is increasingly not the case, according to New York Times best-selling author Frank Rumbauskas of "Never Cold Call Again" and several other books.

"The process of business-to-business sales is supposed to be about a salesperson analyzing a business's problems in a particular area, and presenting solutions to solve those problems. However, the sales methods taught by today's companies—and even most books and seminars—foster exactly the opposite environment," says Rumbauskas.