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Why customer experience matters in B2B sales and how to deliver it.

In the latest ‘State of the Connected Customer’ report from Salesforce, your B2B buyer’s needs are laid bare. 89% of buyers say the experience a company provides is as important as the products or services it provides. The salesperson’s role in providing that experience is critical and the great news is, if you can provide a quality experience, 82% of buyers say that it raises their expectations of other companies, thereby raising the bar for your competition.

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How sales-focused 360 feedback can help technical experts become your strategic sales stars

When a technical expert (e.g. lawyer, management consultant, human capital consultant, accountant, IT consultant) is promoted into a leadership role, it is likely they will also inherit a portfolio of client accounts they need to grow and be given targets to find new clients.  This is often the first time they have been assigned targets and been in a sales role.

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What can online 360 feedback do for my sales team?

As a leader of a sales team you want to maximise the performance of your team to deliver your sales target. In a world where salespeople may only spend one-third of their time on selling, it’s no wonder that nearly 60% expect to fall short of their quotas*. So, what can you do to help your salespeople to identify what they need to do differently?

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