Building a trusting relationship in complex industrial sales is hard enough without things being messed up even more because your sales reps fail to do the basics. It helps a great deal if you first learn what turns off your B2B customers in order to avoid making simple mistakes that can damage a customer relationship.
There is a big difference between what B2B customers say they want and what really drives their purchasing decision. Buyers of technical products and services do look to vendors for providing relevant information for solving their problems. Even though B2B customers consider product features and price very important, what they are really looking for is a remarkable sales experience. Read more