B2B Sales Technologies. Enhancing Sales Skills Using the Example of the IT Sector

Today, sales in the B2B sector require serious negotiations, presentations, and face-to-face meetings between salespeople and decision-makers in specific companies. As a result, the best salespeople are in demand in companies that offer their products and services to corporations.

To address this task, the authors suggest that wholesale salespeople look at their work from the perspective of the buying corporations and learn what decision-makers think about them and their sales presentations. They should also understand where the closest area of business development and improvement lies.

This publication is aimed at leaders and managers of B2B sector companies interested in long-term contracts with large companies.