Business-to-business (B2B) selling is no longer about finding that one C-suite executive at the golf course. It's now about consensus sales. It takes average of 5.4 decision makers to approve a B2B purchase. 60% of the research is done before reaching out to sales. Half of B2B purchases involve millennials as decision-makers. How should marketing adapt to address the new dynamics of B2B purchases?
Selling to businesses (B2B) is going through a sea change as buyers begin to have equal or sometimes more information about products and services than the sales executives themselves have. This calls for a change in the way we approach B2B sales.
Here I present a framework (created based on my personal experience and with the concepts of Design Thinking) called "SIMPLE".
This framework will be useful to all B2B sales interactions which are high value and have a long lead time.
Consultative Selling in B2B Technology SalesRed Box Direct
This is a brief on solution-based sales and marketing practices for B2B technology professionals. We share our thoughts on essential strategy and processes for successfully selling technical instrumentation and services
The Future Of Consultative Selling with RAIN Group and PersistIQBrandon Redlinger
How buyers buy is evolving at an unprecedented pace due to massive changes in the technology that facilitates buying. Information is more available than ever. It's time to change the way you sell.
In this webinar, you will discover:
-How consultative selling has changed, and needs to be redefined for a new era
-How advanced consultative selling is redefining its role in the buying process
-5 ways in which sales is changing
-Why the concept of "cognitive reframing" is key to your success in sales
-The net effect: selling in the Blue Ocean
-The implications technology has on consultative selling
-----------
This presentation was brought to you by PersistIQ
Our software empowers sales reps to easily create personalized outbound campaigns at scale.
Move faster and sell smarter than ever before.
Try PersistIQ for free at www.PersistIQ.com
Selling to businesses (B2B) is going through a sea change as buyers begin to have equal or sometimes more information about products and services than the sales executives themselves have. This calls for a change in the way we approach B2B sales.
Here I present a framework (created based on my personal experience and with the concepts of Design Thinking) called "SIMPLE".
This framework will be useful to all B2B sales interactions which are high value and have a long lead time.
Consultative Selling in B2B Technology SalesRed Box Direct
This is a brief on solution-based sales and marketing practices for B2B technology professionals. We share our thoughts on essential strategy and processes for successfully selling technical instrumentation and services
The Future Of Consultative Selling with RAIN Group and PersistIQBrandon Redlinger
How buyers buy is evolving at an unprecedented pace due to massive changes in the technology that facilitates buying. Information is more available than ever. It's time to change the way you sell.
In this webinar, you will discover:
-How consultative selling has changed, and needs to be redefined for a new era
-How advanced consultative selling is redefining its role in the buying process
-5 ways in which sales is changing
-Why the concept of "cognitive reframing" is key to your success in sales
-The net effect: selling in the Blue Ocean
-The implications technology has on consultative selling
-----------
This presentation was brought to you by PersistIQ
Our software empowers sales reps to easily create personalized outbound campaigns at scale.
Move faster and sell smarter than ever before.
Try PersistIQ for free at www.PersistIQ.com
The 9 Step Sales Process describes the process of selling a businesses, as used by VR Businesses Sales - Mergers & Acquisitions located in New Haven, CT. The presentation describes each step in-depth to help business owners prepare for the process.
VR Business Sales New Haven represents owners of businesses valued between $500,000 and $25 million or with annual revenues from $1 million to $30 million. The office provides exceptional merger and acquisition advisory services to companies operating within a wide range of industry segments in Connecticut, Southern New England and Metro NY. Independently owned and operated, the office consistently ranks within the Top 10 of over 50 offices worldwide with the VR franchise network.
We specialize in sales training, sales coaching and sales training of B2B sales, solution sales, consultative sales, key account management, and enterprise sales.
We have helped companies to successfully selling their product and services to more than 600 reputable organizations.
Our clients engaged our service because; we helped them;
- to increase customer base.
- to increase wallet share.
- to increase sales revenue.
- to monetize poor performing product & service.
- to expand business to overseas market.
- to convert product selling to consultative selling & solution selling.
- to convert from selling 'cheap product' to selling premium goods.
- to win businesses from key competitors.
- to help salespeople how to sell confidently.
- to help salespeople to manage stress.
- to align sales activities to maximize overall profitability.
- to implement management dashboard and corporate-wide KPI (Key performance indicators) & KSI (Key Success Indicator).
How to identify and build a scaleable sales processFrank Dale
Effective sales teams build and execute repeatable sales playbooks. For many companies, the challenge is identifying a sales process that is effective and scaleable. This presentation developed for a workshop sponsored by Elevate Ventures walks you through:
1. Identifying your buyer's decision-making process
2. Building a sales process that aligns your interests and your buyer's interests.
3. Measurement strategies that allow for ongoing sales process improvement.
Are you still cold-calling? Do you still swear that it's a numbers game? Do you feel like a dinosaur yet? Learn the modern method of prospecting and increase face time with potential clients. Free job aids available throughout the presentation.
A brief insight into the Sales Challenges we solve at 'The Joshua Rozario Company' through the Consultative Selling and Experiential Learning Methodology.
Today's competitive market has put to end the traditional quick fix selling techniques to give way to CONSULTATIVE TECHNIQUES ...which often clumsily handled have given rise to a cynical view whether these too are dead or dying
The challenges of managing a complex sales processAshutosh Bijoor
Is your sales process complex? Are you facing challenges in scaling up your sales process? What can you do about it?
These are some of the questions this presentation attempts to answer
Six Reasons You May Be Losing Sales, from The Challenger Sale LeadScorz
The authors of "The Challenger Sale" highlight different types of biases to keep in mind as a way to self-examine when at a crossroad in the sales process, as you attempt to close a deal. They acknowledge biases are not inherently "bad", but are filters to help process information and make decisions quicker. The point is to step back, consider six biases that may be holding back closing the sale, and see if assumptive responses you are having are potentially detrimental to your sales success.
Sales Techniques for Corporate Events & Conferences by Mario KanaanMario Kanaan
Sales Techniques Definition
What Are We Selling?
Increasing Sales Attendance in the Event Industry
Increasing Sponsorship Acquisition
Acquiring Media Partners
Connecting with People at Events
Building Long terms Relationships
While "consultative" and "selling" are two words that don't seem to belong together, there are just a few simple steps to achieve a consultative approach to selling.
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
Use these 7 Steps in your Logical Selling Process to establish trust & authority in your market and close more sales. The process is tested and proven; you only need to put it into practice to see real results. See more at our website: http://hdbusinessdevelopment.com
B2B Buying Process, Selling Process and Internet MarketingSite-Seeker, Inc.
The B2B buying process and selling process don't match up as well as we'd like. Use Internet marketing - SEO, SEM, PPC, Social Media (LinkedIn, Twitter, Facebook, SlideShare, Google+...) - to fill the gaps.
The 9 Step Sales Process describes the process of selling a businesses, as used by VR Businesses Sales - Mergers & Acquisitions located in New Haven, CT. The presentation describes each step in-depth to help business owners prepare for the process.
VR Business Sales New Haven represents owners of businesses valued between $500,000 and $25 million or with annual revenues from $1 million to $30 million. The office provides exceptional merger and acquisition advisory services to companies operating within a wide range of industry segments in Connecticut, Southern New England and Metro NY. Independently owned and operated, the office consistently ranks within the Top 10 of over 50 offices worldwide with the VR franchise network.
We specialize in sales training, sales coaching and sales training of B2B sales, solution sales, consultative sales, key account management, and enterprise sales.
We have helped companies to successfully selling their product and services to more than 600 reputable organizations.
Our clients engaged our service because; we helped them;
- to increase customer base.
- to increase wallet share.
- to increase sales revenue.
- to monetize poor performing product & service.
- to expand business to overseas market.
- to convert product selling to consultative selling & solution selling.
- to convert from selling 'cheap product' to selling premium goods.
- to win businesses from key competitors.
- to help salespeople how to sell confidently.
- to help salespeople to manage stress.
- to align sales activities to maximize overall profitability.
- to implement management dashboard and corporate-wide KPI (Key performance indicators) & KSI (Key Success Indicator).
How to identify and build a scaleable sales processFrank Dale
Effective sales teams build and execute repeatable sales playbooks. For many companies, the challenge is identifying a sales process that is effective and scaleable. This presentation developed for a workshop sponsored by Elevate Ventures walks you through:
1. Identifying your buyer's decision-making process
2. Building a sales process that aligns your interests and your buyer's interests.
3. Measurement strategies that allow for ongoing sales process improvement.
Are you still cold-calling? Do you still swear that it's a numbers game? Do you feel like a dinosaur yet? Learn the modern method of prospecting and increase face time with potential clients. Free job aids available throughout the presentation.
A brief insight into the Sales Challenges we solve at 'The Joshua Rozario Company' through the Consultative Selling and Experiential Learning Methodology.
Today's competitive market has put to end the traditional quick fix selling techniques to give way to CONSULTATIVE TECHNIQUES ...which often clumsily handled have given rise to a cynical view whether these too are dead or dying
The challenges of managing a complex sales processAshutosh Bijoor
Is your sales process complex? Are you facing challenges in scaling up your sales process? What can you do about it?
These are some of the questions this presentation attempts to answer
Six Reasons You May Be Losing Sales, from The Challenger Sale LeadScorz
The authors of "The Challenger Sale" highlight different types of biases to keep in mind as a way to self-examine when at a crossroad in the sales process, as you attempt to close a deal. They acknowledge biases are not inherently "bad", but are filters to help process information and make decisions quicker. The point is to step back, consider six biases that may be holding back closing the sale, and see if assumptive responses you are having are potentially detrimental to your sales success.
Sales Techniques for Corporate Events & Conferences by Mario KanaanMario Kanaan
Sales Techniques Definition
What Are We Selling?
Increasing Sales Attendance in the Event Industry
Increasing Sponsorship Acquisition
Acquiring Media Partners
Connecting with People at Events
Building Long terms Relationships
While "consultative" and "selling" are two words that don't seem to belong together, there are just a few simple steps to achieve a consultative approach to selling.
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
Use these 7 Steps in your Logical Selling Process to establish trust & authority in your market and close more sales. The process is tested and proven; you only need to put it into practice to see real results. See more at our website: http://hdbusinessdevelopment.com
B2B Buying Process, Selling Process and Internet MarketingSite-Seeker, Inc.
The B2B buying process and selling process don't match up as well as we'd like. Use Internet marketing - SEO, SEM, PPC, Social Media (LinkedIn, Twitter, Facebook, SlideShare, Google+...) - to fill the gaps.
More and more companies are going into Social Selling - even those on B2B platforms. Find out how you can harness the power of Social Media to strengthen your marketing strategies!
Music 2.0: The Future of Music. Gerd Leonhard at Telkom Indonesia Music Unlim...Gerd Leonhard
This is the PDF from my talk at Telkom Indonesia's Music Unlimited event in Jakarta, May 2, 2011. See for details and the event flyer: http://twitter.com/#!/gleonhard/statuses/63871852434563072 and http://gerd.fm/j8g0nh (Rolling Stone Indonesia)
Neel Banerjee of Urban Airship and Gene Ehrbar of ISITE Design discuss strategy and tips for making digital disruption a part of business large and small.
Project: Create a deck proposing a product & campaign to help Netflix better serve their increasingly social audience.
Summary slides are above; full details below.
Team:
- Norman Tran: Digital Strategy
- Gabriella Pizzitola: Account Management
- Laetitia de Camas: Account Management
Role:
- Work with 2 other TBWA\Chiat\Day interns with limited resources and 6 week timeframe to create a new product & campaign for Netflix
- Facilitate brainstorming sessions
- Project management
- Research
- Design deck template and product mockups
Skills Utilized: Visual Design | Personas | Competitive Analysis | Trend Analysis | Product Development | Campaign Development | Storytelling
TBWA\Chiat\Day: TBWA\Chiat\Day is part of TBWA Worldwide. TBWA is one of the top ten US-based agency networks made up of 250+ full service agencies around the world with expertise in all of the disciplines required for the positioning, launching and long-term management of brands. TBWA is a highly awarded agency and our clients include Nissan, Infiniti, Pepsi, Gatorade, Sara Lee, Energizer, Principal Financial Group, Crate & Barrel, and Southwest Airlines.
Nicolas Bordas - TBWA - HUBFORUM Paris 2013 HUB INSTITUTE
HUBFORUM PARIS 2013
Panel : Creativity is the future of innovation - Keynote
Intervenant : Nicolas Bordas - Vice-Président TBWA Europe & President BEING Worldwide - TBWA
http://www.hubforum.com/paris/2013/
www.hubinstitute.com
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
Artesian Connections 2014 Social Selling ImpetusDale Roberts
This presentation covers the 'why' of social selling. Why, as a professional seller, you should care and why it should prompt a change in the way you sell
The insight selling era - live webcast with LinkedIn & CEBKevin Ryan
‘The Insight Selling Era’ – how buyer sophistication is forcing organizations to transform how they sell
Speakers:
Kevin Ryan, Marketing Manager: http://www.linkedin.com/in/kevryan
Matthew Kiel, Senior Director, CEB: http://www.linkedin.com/in/mpkiel
5 Best Practices of Lead Generation for Facilities Managers Andrew Mason
A massive 81% of clients do not want to be sold to at least before doing the research themselves so outward bound marketing, and cold calling destroys trust with nearly 70% saying that they would usually or always be put off by suppliers that cold call.
The 31% saying that they are never or only sometimes put off by cold calling, you can market this way but the odds are against you as
Clients don’t want to be sold to or interrupted
This deck gives us the 5 best practices of lead generation for Facilities Managers.
Delighting your advocates can become a sustainable competitive advantage—if you’ve got the skills to make it happen. Bring your swim trunks, because we’ll be diving into how to motivate your advocates to help you: Increase your brand’s reach and market presence, fill your pipeline with warm leads and close deals faster, and boost customer engagement, retention and account growth.
Cracking the C-Suite: Finding and Aligning with the Relevant Executive in 2010G3 Communications
Stephen J. Bistritz, Ed.D. author of the new book “Selling to the C-Suite.” Steve shares strategies on how to map an organization to determine the formal and informal power. He is joined by Dan McDade, President of PointClear, who shares recent success stories on using Multi-touch, Multi-media, Multi-cycle campaigns that Multiply Results and gain access to high level executives.
Check out the speaker slides slides from the Advocacy Advantage: Austin roadshow including:
Jennifer Horton, Sr. Research Director, Demand Creation Strategies at Sirius Decisions
Amy Bills, Marketing Director at Blackbaud
Kevin Mangum, Partner & Managing Director at The Starr Conspiracy
Deena Zenyk, Principal Consultant at Influitive
Jim Williams, VP of Marketing at Influitive
At The End of every B is a C: B2B Customer Engagement with Paul GreenbergDale Roberts
There is no more B2B or C2C, only Human to Human. Customer engagement is the number one priority for every business. All organisations are figuring out how to engage customers and keep them engaged. What do you have to do? Who else does this well? What are the benefits?
The answers to these differentiate companies in busy markets and are the source of sustainable and profitable business. Paul Greenberg, author of CRM at the Speed of Light, known as the bible of CRM, will help you figure that out.
Webinar: Transform Customers Into Your Most Powerful Marketing AssetInfluitive
Based on the new comprehensive advocate marketing strategy guide for senior marketers, The Advocate Marketing Playbook, B2B sales and marketing expert and TOPO partner Craig Rosenberg, and Influitive’s VP of Marketing Jim Williams outline an easy-to-follow, step-by-step process for building a world-class advocate marketing program from scratch.
Thought Leadership: Positioning Yourself as an Expert in the MarketplaceDana Vanden Heuvel
Presentation to the Sheboygan Chamber of Commerce on 12/17 at their program: FOCAL POINT: Thought Leadership: Positioning Yourself as an Expert in the Marketplace.
A customer is an advocate for you when they refer new leads, endorse you publicly, spread your message, or help you understand the market. Learn more about why advocacy is important and how to activate it within your customer base in this short presentation
3. consensus buying
find c-suite decision maker
c-suite decision maker
c-suite approver
cross-functional support
mobilizer champions
idea
researcher
TBWACHIATDAY 3
4. 5.4 decision makers involved
Likelihood of purchase drops to 40%
64% involve c-suite level
final authority
More cross-functional
Millennials involved in half of B2B
purchase decisions
TBWACHIATDAY 4
5. loyalty ≠ profitability
Study of 16k corporate customers -
• Correlation of .3 between loyalty and profitability
for corporate service providers
• Long-term customers pay 5-7% lower prices than
new customers
.3
correlation
TBWACHIATDAY 5
6. loyalty ≠ profitability relationships ≠ sales
Study of 16k corporate customers -
• Correlation of .3 between loyalty and profitability
for corporate service providers
• Long-term customers pay 5-7% lower prices than
new customers
Study of 6k reps across 100 companies -
• Of star salespeople, 54% were challengers; 4%
were relationship builders (last place)
• Customers prefer sales person who pushes them
rather than someone who’s likeable, agreeable
.3
correlation
4%
relationship
TBWACHIATDAY 6
7. loyalty ≠ profitability relationships ≠ sales RFP ≠ RFP
Study of 16k corporate customers -
• Correlation of .3 between loyalty and profitability
for corporate service providers
• Long-term customers pay 5-7% lower prices than
new customers
Study of 6k reps across 100 companies -
• Of star salespeople, 54% were challengers; 4%
were relationship builders (last place)
• Customers prefer sales person who pushes them
rather than someone who’s likeable, agreeable
• 60% of purchasing decision made before even
having conversation with supplier
• “To win a deal, you’ve got to get ahead of the
RFP”
.3
correlation
4%
relationship
60%
before RFP
TBWACHIATDAY 7
8. loyalty ≠ profitability relationships ≠ sales RFP ≠ RFP
Study of 16k corporate customers -
• Correlation of .3 between loyalty and profitability
for corporate service providers
• Long-term customers pay 5-7% lower prices than
new customers
Study of 6k reps across 100 companies -
• Of star salespeople, 54% were challengers; 4%
were relationship builders (last place)
• Customers prefer sales person who pushes them
rather than someone who’s likeable, agreeable
• 60% of purchasing decision made before even
having conversation with supplier
• “To win a deal, you’ve got to get ahead of the
RFP”
.3
correlation
4%
relationship
60%
before RFP
role of marketing in B2B sales more important
TBWACHIATDAY 8
9. decision-making now involving more people across more
levels and functions
need mobilizers within company
+ value of loyalty and relationships decreasing
+ decision-makers doing their own research
TBWACHIATDAY 9
10. Harvard Business Review study of
700 stakeholders involved in complex
B2B purchases…
TBWACHIATDAY 10
12. climber
teacher
friend
guide
skeptic
go-getter
readily available, happy
to help you network
prioritizes
personal gain
blocker
content with
status quo
shares latest gossip
wary of large,
complicated projects
values ideas over
relationships
passionate about sharing
insights; sought out by
colleagues for advice
…found 7 distinct stakeholder profiles
TBWACHIATDAY 12
13. climber
teacher
friend
guide
skeptic
go-getter
readily available, happy
to help you network
prioritizes
personal gain
shares latest gossip
wary of large,
complicated projects
values ideas over
relationships
passionate about sharing
insights; sought out by
colleagues for advice
mobilizers advocates
blocker
content with
status quo
blockers
TBWACHIATDAY 13
14. teacher
skeptic
go-getter
wary of large,
complicated projects
values ideas over
relationships
passionate about sharing
insights; sought out by
colleagues for advice
mobilizers
why mobilizers?
• motivated to improve organization
• ask smart, probing questions
• organizational clout (informal)
mobilizers > advocates
harder to find than climbers, friends, guides
more skeptical than advocates
less loyal and relationship-driven than advocates
TBWACHIATDAY 14
15. 1/2 of people who report
willingness to buy product/service
are not willing to publicly advocate for it
silencing
mobilizers
TBWACHIATDAY 15
16. address perceived risk
appeal to identity
offer support
motivating
mobilizers
1/2 of people who report
willingness to buy product/service
are not willing to publicly advocate for it
silencing
mobilizers
TBWACHIATDAY 16
17. reduce perceived risk
• Loss aversion
• “Risk that looms largest is not about losing
money; it’s about losing your job or shedding
prestige.”
• Willingness to advocate for a purchase more than
doubled as perceived organizational support for a
supplier increased
brand
TBWACHIATDAY 17
18. reduce perceived risk
• Loss aversion
• “Risk that looms largest is not about losing
money; it’s about losing your job or shedding
prestige.”
• Willingness to advocate for a purchase more than
doubled as perceived organizational support for a
supplier increased
brand brand
appeal to identity
• 4,000 person survey found appealing to identity
more powerful in inspiring mobilizers than
appealing to company value or professional value
• Factors such as whether a solution could advance
a person’s career or help him/her be seen as a
better leader were five times as potent as the
offering’s business value
human
corporation
TBWACHIATDAY 18
19. reduce perceived risk
• Loss aversion
• “Risk that looms largest is not about losing
money; it’s about losing your job or shedding
prestige.”
• Willingness to advocate for a purchase more than
doubled as perceived organizational support for a
supplier increased
offer support
• 80% of mobilizers want support in
communicating value of solutions
• Emerging need or state of organizational flux;
marketing needs to be real-time and topical
(Dodd Frank, Net Neutrality)
• Intangibles matter (24 hour service, global
deployment)
brand brand brand
appeal to identity
• 4,000 person survey found appealing to identity
more powerful in inspiring mobilizers than
appealing to company value or professional value
• Factors such as whether a solution could advance
a person’s career or help him/her be seen as a
better leader were five times as potent as the
offering’s business value
human
corporation
TBWACHIATDAY 19
21. c-suite initiates
awareness
reach out to potential vendors
purchase decision
repeat purchases
mobilizer initiates
awareness
research
advocacy across functions/levels
research
reach out to potential vendors
consensus purchase decision
approval from c-suite
repeat purchases not guaranteed
old new
address
new
elements of
journey
TBWACHIATDAY 21
22. old new
broaden definition of audience
support mobilizers in research and
advocacy phases
increase emphasis on marketing,
not just sales and relationships
c-suite initiates
awareness
reach out to potential vendors
purchase decision
repeat purchases
mobilizer initiates
awareness
research
advocacy across functions/levels
research
reach out to potential vendors
consensus purchase decision
approval from c-suite
repeat purchases not guaranteed
TBWACHIATDAY 22
23. mobilizers across organization = ability to communicate matters
higher-level = brand matters
credibility
prove due diligence to get board approval
cross-functional = safe bet matters
language-mapping
loss aversion
practice leaders vs. business leaders
lower-level = proof matters
half of B2B researchers are millennials
71% of research starts with generic search
educational video, mobile on personal devices
TBWACHIATDAY 23
24. conventions
• not appealing to humans and identity
• not addressing complicated approval process
brand impactfeatures
Deloitte
SAP
Siemens
Cisco
Microsoft
smaller
technology
companies
TBWACHIATDAY 24
29. Adobe (Woo Woo?)
HSBC (Lift)
GE (The Boy Who Beeps)
appeal to humans not
corporations
address complicated
approval process
GE (Ideas are Scary)
Marketo (Guide on how to sell internally)
Quartz (10 Tricks To Appear Smarter)
TBWACHIATDAY 29
32. Links and References
1.Brent Adamson, Karl Schmidt, and Anna Bird, “Why Self Image Matters in B2B
Sales,” Harvard Business Review April 2015, accessed May 2015.
2.Brent Adamson, Matthew Dixon, and Nicholas Toman, “The End of Solution
Sales,” Harvard Business Review July-August 2012, accessed May 2015.
3.Das Narayandas, “Building Loyalty in Business Markets,” Harvard Business
Review September 2005.
4.Karl Schmidt, Brent Adamson, and Anna Bird, “Making the Consensus Sale,”
Harvard Business Review March 2015, page 109.
5.Kelsey Snyder and Pashmeena Hilal, “The Changing Face of B2B Marketing,”
Think with Google, accessed May 2015.
6.Matthew Dixon and Brent Adamson, “Selling is Not About Relationships,”
Harvard Business Review September 2011, accessed May 2015.
7.Paul V. Weinstein, “Make it Easy for Decision Makers to Approve Your Deal,”
Harvard Business Review January 2015, accessed May 2015.
8.Rebecca Chadwick, Rimma Kats, Stephanie Wharton, “What Makees B2B
Decision-Markers Tick?” eMarkter.com, October 2014.
9.Steven Woods, “What Really Matters in B2B Selling,” Harvard Business Review
September 2010, accessed May 2015.
10.Werner Reinartz and V. Kumar, “The Mismanagement of Customer Loyalty,”
Harvard Business Review July 2002.
TBWACHIATDAY 32