ibd services has launched the Research Centre for Sales and Relationship Management (RCSRM) to further research in the areas of Marketing and Sales & Sales Management. The research projects engaged in focus on improving sales and supplier-customer relationships in a business-to-business context. The Research Centre for Sales and Relationship Management (RCSRM) focuses on conducting research on [...]
The question of employing a sales manager or to use a sales service is a consideration that many (if not even most) VP of sales/CEOs will confront when seeking to penetrate new markets. Which alternative is the correct one? The reason for writing this post is to share my thoughts on with you, because many [...]
A happy customer is a good customer. This is a commonly accepted way of looking at the seller-buyer relationship. However, this is often more easily said than done. What makes the customer happy, and how can the seller affect this? These questions have resulted in various ways of rewarding customer. In business-to-consumer scenarios, this has [...]
Instead of leaving it to the salesperson to adapt to the buyer, why not raise the strategic level and focus on adaptation in a way that permeates all levels in the organisation? Why? Because this can be a way for creating a win-win situation for both parties. When a salesperson adapts his/ her selling style [...]
Complaining about how the sales force is not doing things right is rather common. We often hear that this from sales executives or CEOs. Problems sometimes involve that the salespersons are not performing well in terms of numbers. Sometimes, however, the worries go deeper: the salespersons are not working in a way that reflects the [...]
‘Sales strategy’ is a concept that is widely used in business and in organisations. A problem, however, is that it is not always clear what is meant by it. It is a concept that is worth looking at more in detail. Some questions that are relevant to this topic include:What is a sales strategy; Why [...]
The power of purchasing not only results in freedom for the buyer, rather also responsibilities. Purchasing has developed from being a clerical function to becoming a strategic function within firms. Further, purchasing has become more important for firms: instead of producing in-house, companies mostly buy from external sources. In fact, in Western economies, the purchasing [...]
Many sellers misinterpret and exploit the concept of relationship orientation. In this post, some guidance for sellers and sales management is provided. In marketing it is common to make a distinction between a transactional and relational approach. Transactional approach refers to viewing the interaction between the seller and buyer as based on exchange of products [...]
Despite vast amounts of money that companies are spending in sales training in order to increase sales performance, the outcome often seems rather poor. Several studies have been conducted to find the success formula for effective selling, but as this is quite complex and evolving a topic, one does not need to expect researchers to [...]
Value creation is a concept that has been around for a while, but is rarely properly understood. Unlike many proponents of value-based selling who advocate that the seller should create value for the buyer (customer), there is a growing body of researchers in marketing and sales who state that value cannot be created for someone, [...]
ibd – Creators of 360° Selling
Linking sales and purchasing, our 360° selling approach covers all vital aspects of modern professional selling and sales management.Entry categories
