Building customers for life means creating meaningful connections and delivering solutions that truly make a difference. Here's a step-by-step approach to make that happen.

Forbes contributors publish independent expert analyses and insights. I help B2B companies take their sales to the next level. This article is more than 5 years old. Many startup founders and small ...

As we find ourselves well into the final quarter of 2024, it’s important for sales teams to begin planning for the coming year. Chances are, you have already started planning, and if so, that’s great!

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The high-touch, enterprise sales process needs a lesson from design thinking: Align yourself around your customer’s journey, and develop tools and training that create a more consultative experience ...

In some ways the business of ad sales is more complex than consumer sales because it is a business to business, or B2B, transaction. Where consumers often make impulse buys, companies often have a ...

Sales is an art where outcomes matter, so most advice about performing well in this role focuses on the desired outcome: closing the sale. But a close is the result of actions and choices that occur ...

In 2020, companies in virtually every industry had to turn their sales strategies on their heads. Account executives accustomed to wining and dining clients had to find new ways to build rapport ...