Peppers Unplugged: Elevate B2B Sales
I constantly hear from B2B executives that it's a challenge to develop strong relationships between the B2B sales staff and clients. But it doesn't have to be.
There are many ways B2B companies can elevate their sales relationships with customers. For example, never have a sales meeting where you cannot give something of good benefit to the prospect. For more examples, watch my latest edition of Peppers Unplugged below:
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Andy, you're correct of course. The problem many sales forces have, however, is that because they are paid commissions based solely on the number of transactions accomplished, there is no interest on the part of many sales people in building these kinds of longer term values. That maybe unkind. There IS interest in it, but there's no MONEY in it, that's the problem.
B2B clients are merely looking at two things: the functionality of your products/services and how you can get it customized to your client's business. This is what gives them a real value. An adequate customer service is a staple. If you manage to deliver these consistently, you will win the client's business as well as relationships with them for a long, long, long time.