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 comes to the moment of truth, i.e. making the buy-decision, however, the customers begin hesitating and even backing off. Houston, we just lost a potential customer. In selling and sales…

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New Article by Viio & Grönroos: How buyer–seller relationship orientation affects adaptation of sales processes to the buying process

  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 value sales and how the buyer-seller relationship orientation affects the adaptation of the sales processes to the buying processes is now available. Highlights of the study: This study focuses…

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New article by Viio & Grönroos: Value-based sales process adaptation in business relationships

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 value-based sales process adaptation in a B2B context is now available. Highlights of the study: This study focuses on understanding how business firms adapt their sales processes. The findings reveal how…

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