19 December 2014
by: Dan Dorsey
The world of B2B sales is constantly evolving. New technologies are introduced, new expectations arise, and approaches that were successful two or three years ago may no longer be viable. As the book closes on another transformative year, here are six B2B trends, tactics and ideas to consider for 2015.
1. Know what your client knows
Clients today have more expectations because they are more knowledgeable about what they want. Most clients do their research before even getting in touch with a sales representative. In fact, according to Direct Marketing News, most customers are mentally at least two thirds of the way toward making a purchase before they ever pick up…