98% of top salespeople report that say relationships are the most important driver new business There is arguable nothing more important to success in the B2B sector than personal engagement and using it to develop strong relationships. Consider the following statistics: 98% of top salespeople report that say relationships are the most important driver new […]

98% of top salespeople report that say relationships are the most important driver new business There is arguable nothing more important to success in the B2B sector than personal engagement and using it to develop strong relationships. Consider the following statistics: 98% of top salespeople report that say relationships are the most important driver new business 67% of B2B buyers list relevant communication (with staff) as a top influence in the decision-making process. 86% of B2B buyers report that they are willing to pay more for a great customer experience (delivered by great staff) Personal engagement, as well as being important in its own right contributes to superior communication and a superior customer experience.Personal engagement can of course occur online or offline and works best when it involves both. While most articles in 2020 tend to focus on online engagement this on (as discussed in IDEA 16) focuses on offline…