Beyond Relationship Selling: The Real Drivers of B2B Sales
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B2B Sales Growth Is No Longer Driven by Relationships For
decades, B2B sales have been framed around one central principle:
relationships. The
conventional wisdom was simple — build strong personal connections with
clients, and sales growth will follow. According to the latest research
from Gartner Group highlighted by our microlearning experts, 88% of
salespeople still believe great service and support are the keys to
sales account growth. They
are wrong. What the Research Says B2B sales
growth is about more than relationship selling. While it is true that
cross- and up-selling existing customers is three times more successful
than trying to win over new prospects, the research found that world-class
service contributes to sales account retention, but it has no effect on
sales account growth. While
trust and rapport remain critical in the eyes of existing clients, we know
from sales rep assessment simulation
data that relationships alone are no longer enough to grow existing sales
accounts. Learn why
and what to do about it to drive revenue growth.
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Founded in 1995, we are a business consulting, coaching, and training firm focused on results. Our success is measured by the success of our clients. |
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| Get Aligned. Stay Aligned.™Client results and relationships are our center of gravity. We roll up our sleeves to make a meaningful impact on the people AND the business.. |
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