Blogs Customer Services Development Customer Services Recruitment Sales Development Sales Leadership

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.

Blogs Leadership Development Sales Development

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.

Blogs Executive Assessment Leadership Development Sales Leadership

Klopp’s lessons on leadership

This reluctant football supporter has become just a little fascinated by the leadership phenomenon that is Jürgen Klopp. Surrounded by Liverpool FC supporters at home, I’ve begun to embrace the emotions of the club’s unbelievable fans and their seemingly impossible journey to the Champions League final. Klopp’s post-match interview after LFC’s amazing comeback in the second leg semi-final against Barcelona really brought to life some of the leadership theory that informs my work practice. Here are some musings:

Posts navigation