Today’s guest post comes from Brad Manuel, founder of nothing knew, a sales consulting firm focused on communication and equipping others with practical principles that will contribute to their success.
“39% of B2B buyers select a vendor according to the skills of the salesperson rather than price, quality, or service features.” – Harvard Business Review 2012
Let’s Do Lunch
In many industries, the common practice of taking current and potential clients to lunch 3 times per week is obsolete. And while I love a free meal or a free round of golf, I was never too keen on spending money to meet a quota. Those client “entertainments”, however did serve a very important function: building customer connections. (more…)