Both actually need to be enabled for an organisation to be successful; salespeople need to have every possible sales tool at their disposal and buyers need more information that allows them to make better buying decisions. Here are seven ways to enable your B2B key account sales team: 1. Conduct research Many organisations make the mistake of focussing only on the sale. They research the key accounts, who the decision-makers are and what the favoured channels are and then create tools to help salespeople sell. That’s no longer enough. They also have to research how the buyers buy. They […]
