Especially in the B2B industrial market, your sales teams need to be trained on relationship building and not transactional sales.
In the latest episode of the B2B Marketing Excellence Podcast, Donna Peterson interviewed Dan Englander, CEO & Founder of Sales Schema. Three things they discussed were:
1) Why do salespeople need to rethink what they are doing in order to stand out from the noise?
2) How do you find the right balance between personalization and scale in sales?
3) What is the best strategy for going outside of referrals and personal networks to find new business?