Our Sales White Papers keep you updated on how to adjust to new realities in selling.
All markets are exposed to global competition and technological advancements. Buyers are increasingly turning to the internet for detailed information regarding their needs. They have no interest in being sold to, but prefer to speak to an expert to qualify their own thinking in the purchasing process. This is changing how organizations buy, as well as the conditions for how we are selling in business to business markets.
In each Sales White Paper, we cover a new topic related the purchasing process and integrate scientific research with our own thoughts on the matter at hand.
Sales White Paper – 01 September
Commercial excellence embraces all concepts and activities that work together to advance the understanding of the customer and their individual needs. It improves efficiency and increases revenue without changing the current business model. By working together with the customer, commercial excellence utilizes the customer’s perspective to create and sustain customer loyalty.
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