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Traditionally, salespeople used to follow the steps of delivering commitments, exceeding customer expectation. Or, earn the permission to sell and expand the commercial relationship. But this approach focused more on preventing loss instead of promoting growth.
B2B sales executives should be equipped to satisfy customer expectations for retention. But they should also keep in mind the amount of time and effort that will be wasted on exceeding those exceptions.
Today, B2B sales personnel should focus more on their activities on increasing the likelihood of growth.
There has been a dramatic shift in B2B demographic over the past few years. Primarily, because millennial generation has started to rise to the status of decision makers. Currently almost half of the B2B buyers of major corporates are millennials. If your B2B sales strategies don’t have action plans that are appealing to these digital natives, you are in a problem.
You thought only marketers have challenges? Sales teams have greater ones!
Data is essential for sales teams as it is for marketers. Explore the power of customized dataset in the field evolving B2B sales with DataCaptive
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