One of the most basic tips for salespeople is to know the customer's needs. Results of a scientific study show how sales managers optimally prepare their sales force for this task - and how they…

New customer acquisition should be based more on predictive analytics and social selling. Studies show that most salespeople have a lot of catching up to do in the area of social selling. 90% have not…

Customer orientation is now often reduced to culture. All it takes is a customer-centric culture and then the issue of customer orientation virtually flies by itself. It's not that simple. But culture does have an…