Have you seen How To SELL Anything?

This incredible sales handbook distils an expert's lifetime of sales and marketing experience and hands it to you on a platter, in a simple, easy-to-follow format. With existing customers being the most valuable source of income for any business, this book will teach you how to increase your return business and make more profit from your most loyal customers - and even how to reduce the costs of dealing with your least profitable customers.

Get it on Amazon (Kindle/Print)

B2B and B2C buying habits are merging

The global survey examined the changing sales process and buying patterns of business and IT decision makers, and found that the customer experience now tops price as the most important factor in a buying decision by an enterprise decision-maker. Notably, business buyers said they are willing to pay up to 30% more for a product or service that offers an improved customer experience.

Among the study's other key findings:

• Businesses no longer have control over information shared about their products or services, as 61% of business decision-makers reported that third-party sites and feedback from business partners, industry peers or social channels are more important than conversations with a company's sales teams when making a purchasing decision.
• Companies are enlisting new people and departments to manage the customer experience. Customer service and call centres, IT and marketing are the leading groups now playing a larger role in the customer experience, and therefore in the sales process.
• Some 70% believe that technology will primarily replace human interaction with customers in the long term. Anticipating this change, many businesses are already making new technology investments, changing business processes and redesigning organisational roles. More than 80% of companies said they had changed at least one business process over the previous three years to better interact with customers.

According to Mick Slattery, Avanade' executive vice president of global service lines, "Businesses have lost control of the sales process, and B2B and B2C buying models are merging. It's no longer business-to-business or business-to-consumer. Those businesses that understand the nature of today's complicated customer relationships are creating longer-term and more lucrative relationships with customers."

Many B2B companies are also updating their business processes to adapt to a new style of work influenced by mobile devices, collaboration tools and social technologies. The survey found that businesses are changing processes to embrace the new business buyer and by increasing customer sales and support technologies (44%), increasing the number of employees interacting with customers (40%) and adding automation to the sales process (32%).

And there are direct business benefits from making such changes. The research noted that businesses investing in technology to support better customer service, and modifying internal roles, are already reporting positive results. Specifically, companies making these changes said they were experiencing increases in customer loyalty (61%), revenues (60%) and customer base (60%).

Have you seen How To SELL Anything?

This incredible sales handbook distils an expert's lifetime of sales and marketing experience and hands it to you on a platter, in a simple, easy-to-follow format.

With existing customers being the most valuable source of income for any business, this book will teach you how to increase your return business and make more profit from your most loyal customers - and even how to reduce the costs of dealing with your least profitable customers.

You'll learn to sell yourself, sell your products, and sell your brand on the internet, writing high-conversion landing pages, social media posts, and more. You'll start attracting customers you didn’t even know existed, and learn the top trade secrets for customer retention.

You'll become a lean, mean selling machine. See how the experts do it and learn to adapt what they've done for your own profit. You'll learn to write strong, powerful, effective sales copy, whether it's for a sales script, sales letter, flyer, insert, advert or just about anything else.

You'll learn how to sell whether you're selling by telephone, by mail, or even meeting prospects face-to-face. You'll find out how to size them up, present yourself, nail down their true needs, close the sale, and learn to tackle the tricky ones.

You'll discover the biggest secrets of successful direct mail sellers, sales letter writers, and how to segment and choose the right prospects for each campaign.

Get it on Amazon (Kindle/Print)