How Aligning Sales And Customer Service Helps You Win

It’s a buyers market, even in B2B sales. Buyers now expect the innovation they’ve experienced as consumers when they’re buying solutions at the workplace—and less than one-third report that B2B sellers exceed their expectations. One way that sellers can work on improving buyer perception and exceeding those expectations is to consider the role that service…

Three Essentials to Upselling in Large Accounts

Salespeople are highly motivated to sell as many solutions as possible to their existing accounts. Yet most accounts end up getting smaller over time, not larger. This is directly related to how the seller fits into the buyer’s process.  70 percent of buyers start interacting with sellers after the buyer has fully defined their needs, according…