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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Sales goes Digital at the Divia Event

Digitalization has changed not only how we  behave, but also how we buy – regardless if in B2C or B2B. Buyers are becoming increasingly well-informed of our offerings and those of our competitors. How should we in sales react to the situation when buyers contact potential suppliers even later in their buying processes? Are salespeople still needed?…

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News: Value sales article in “Myynti & Markkinointi”

New value sales article in the leading Finnish sales & marketing publication “Myynti & Markkinointi” on the importance of knowing your customer’s business (including understanding their business figures), pp 19-23. In B2B sales, it is not enough to know your own offering, your competitors’ offerings and your customer’s needs & wants. You also need to…

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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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News: Dr. Paul Viio appointed Professor of Practice in Sales at Aalto University

As of March 1st, 2015, Aalto University School of Business in Helsinki, Finland, appointed Dr. Paul Viio Professor of Practice in Sales. “Sales has until recently clearly been undervalued in an academic context. A possible reason for this seems to have been the lack of academically qualified people who also have experience from sales –…

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