How to directly appeal to B2B decision-makers and influencers
Most B2B companies go through the same type of cycle when deciding on a product (awareness, evaluation and purchase) and in each part of this cycle you will find certain types of people who drive that stage. Each person in…
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Accommodating cultural differences in sales
The rise of globalisation has given people from vastly different cultures the ability to exchange products and ideas in a way that was not possible before. The benefits of this global network can be numerous. However, it is bound to…
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Why customers stop buying from you
There is a day in every sales rep’s life when they have to go through a break-up with a customer. You ponder the aftermath with thoughts of “Was it something I did or didn’t do?”, “Was it something I said?”…
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5 pro tips for scheduling sales meetings
Meetings with clients are the bread and butter of field sales reps. You already have the convenience and flexibility of a tablet and an electronic product catalogue so take it one step further with some tips on how to schedule…
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What B2B purchasing behaviour looks like and what it can teach sales reps
The B2B landscape is constantly evolving and changing. Recent developments have shown that customers in B2B companies are leaning more towards a B2C way of purchasing. This means that the focus is shifting more towards the customer and how the…
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Providing better customer service to B2B businesses
Providing excellent customer service is a great way of luring new customers and retaining current customers. It helps to differentiate you from your competitors. If your competition is matching you with regards to price and products, then exceptional customer service…
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How to handle negative feedback from customers
If you have been in business for any period of time there has likely been an unhappy customer or two. No matter how well you run the show negative feedback will always occur. What matters is not that you get…
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How to win the trust of your customers
Trust is belief and confidence in the reliability, truth, ability and strength of something (or someone). In terms of building a healthy, sustainable business, trust not only helps to gain new customers but retains those you have for a long…
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Strategies to help retain rather than gain customers
It is always said that it is far cheaper to retain current customers than it is to acquire new customers. It is said so often because it is true. Current customers are easier to sell to than new customers, thus…
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Asking these questions will help clinch the deal
Selling a product to a customer is not a one-sided transaction. There must be communication from not only your side but also from the customer’s side. If you do not know what your customer’s story is, how will you ever…
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