In research across a broad spectrum of business-to-business companies, we consistently find the most important factor that builds a strong, loyalty-based relationship between a customer and a company is superb account management by their sales representative.
The average B2B customer carries the sum of all human knowledge in their pocket on their smartphones. That means the new reality of sales must rely on marketing more than ever before.
Even the best sales team needs the right environment to thrive in. A recent study on happiness in the workplace revealed interesting insights on how office environments are affecting the comfort and productivity of employees.
Happy 2019! If you’re a reader of mastheads, I’m tempted to say you need to get a hobby. But if you read this issue’s small print, you may notice that this is issue No. 1 of volume No. 100 of Sales & Marketing Management magazine.
Do you avoid team incentives because you are worried about being fair? Are you concerned about rewarding free riders when only a few strong dogs pull...