The Basics of Business-to-Business Sales Success

By Nate Boaz, John Murnane, and Kevin Nuffer (McKinsey & Company)

When it comes to building valuable relationships with customers, sales representatives imagesare critical players on the front lines. But are they getting the basics right? Customers want to be contacted just enough, not bombarded. Sales reps should know their products or services intimately and how their offering compares with those of their competitors. Customers need information on exactly how a product or service will make a difference to their businesses. And while they may say price is one of their biggest concerns, a satisfying sales experience is ultimately more important.

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