Changing B2B Marketplace Calls for New Sales Skills

Changing B2B Marketplace Calls for New Sales Skills

By Richard Adhikari

Jul 27, 2017 3:49 PM PT


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, the company said.

“Traditional negotiations training programs have focused heavily on deal negotiations,” said Tim Riesterer, chief strategy and research officer at Corporate Visions, “so they’ve covered the first of the three areas.”

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