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 know your customer’s business, including their business performance. How else can you help your customers achieve efficiency and build a competitive edge in their market places? This calls for understanding the key figures and being able to analyze the customer’s business. Today’s B2B salespersons have to know at least the basics of business analysis to be able to help their customers.
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