Sales

There’s a finding from CEB’s research, now part of Gartner, that I’ve never quite got over. Looking at what actually drives B2B customer loyalty, they found that 53% of it came down to the sales experience itself — more than brand, product and service delivery put together. It is…

What’s the first word that pops into your head when you hear “sales”? If your answer sounds like “pushy”, “smarmy”, or just plain “ugh”, you’re not alone. Daniel Pink, author of To Sell is Human, asked people the same question—and most responded with negative emotions. No surprise there. For…