Changing B2B Marketplace Calls for New Sales Skills
There are three key moments when salespeople can maximize the value in a customer relationship instead of allowing it to leak out, according to Corporate Visions, which announced a new sales skills program on Thursday. Those three turning points occur during deal negotiations, when securing customer renewals, and introducing strategic price increases. "Traditional negotiations training programs have focused heavily on deal negotiations," said Tim Riesterer, chief strategy and research officer at Corporate Visions.