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Your HR policy and business strategy
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Does this sound familiar? The customer is interested bu ... read more
Companies are finally beginning to realize that recruit ... read more
Buying behaviour has fundamentally changed over the past ten years. But there are still lots of companies approaching buyers of today with outdated best practices and mindsets, or continuing to advocate the old way of selling. Until recently, it was still possible to achieve reasonable B2B sales results by simply highlighting a solution’s benefits. Clients had no alternative but to take the...read more
We are living in a time where buyers can find information about your solution with a single click, and where peer recommendations are more valuable than any supplier’s advice. So it’s high time for organisations to rethink their lead generation. You can start by sharing the responsibility of finding new customers across various departments. A sound, integrated approach will help your company...read more
Solution Selling is very common jargon used in sales organisations. Companies that have introduced this method have gained a competitive advantage as a result of the way in which sales people help customers with their purchases. This is how you sell solutions: - Discuss client needs using open questions, creating a vision and a solution together with the client. This gives the seller the...read more