Why You Should Make it Easy to Buy from You
Many companies and salespeople make a great job attracting potential customers. They get the customers interested, engaged and ready to make the buy-decision. When it
Many companies and salespeople make a great job attracting potential customers. They get the customers interested, engaged and ready to make the buy-decision. When it
Have you ever heard someone say ”I’m a really great salesperson”, but once you have hired or partnered up (business wise) with that wonderful person,
Why is it important to know your customers’ purchasing / procurement / sourcing / purchasing strategy and purchasing process to create success when you are
New value sales article in the leading Finnish sales & marketing publication ”Myynti & Markkinointi” on the importance of knowing your customer’s business (including understanding
The new article in the top-tier publication Industrial Marketing Management – IMM by Dr. Paul Viio and Professor Christian Grönroos, the Legend of Marketing,
Value-based selling at The Bike Shop by Philippe Gilbert. The manager smiled, walked over to me and shook my hand when I entered the shop. He inspected
The new article in the top-tier publication Industrial Marketing Management – IMM by Dr. Paul Viio and Professor Christian Grönroos – the Legend of Marketing – on
As of March 2013 Dr. Paul Viio has been appointed Visiting lecturer at the Donau-Universität Donau Krems. Dr. Viio teaches value-based selling, sales management, and
Know yourself, know your customer. Sales competence and customer relationship management are important. But what does the feeling of security have to do with selling?
Instead of being busy chasing the deals to fill our sales quota for the month or quarter, we (anyone involved in personal selling) should focus
Many companies and salespeople make a great job attracting potential customers. They get the customers interested, engaged and ready to make the buy-decision. When it
Have you ever heard someone say ”I’m a really great salesperson”, but once you have
Here are 3 key components for building a value-based business and become successful. This brief
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