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Why You Should Make it Easy to Buy from You
Many companies and salespeople make a great job attracting potential customers. They get the customers interested, engaged and ready to make the buy-decision. When it
You Know a Salesperson from the Numbers
Have you ever heard someone say ”I’m a really great salesperson”, but once you have hired or partnered up (business wise) with that wonderful person,
3 Key Components for Success in Value Sales
Here are 3 key components for building a value-based business and become successful. This brief video discusses key components for business success through value co-creation
Why it’s Important to Know Your Customer
Why is it important to know your customers’ purchasing / procurement / sourcing / purchasing strategy and purchasing process to create success when you are
What is Customer Focus, Why is it Important and How to Become Customer Focused
Being customer focused is likely to make customers more interested in dealing with you (as opposed to choosing your competitor). As a result, being customer
Why You too should create Your Customer Avatar
In this video we discuss the Customer Avatar and why it makes sense to zoom in on one when segmenting your customers.
New Article by Viio & Grönroos: How buyer–seller relationship orientation affects adaptation of sales processes to the buying process
The new article in the top-tier publication Industrial Marketing Management – IMM by Dr. Paul Viio and Professor Christian Grönroos, the Legend of Marketing,
Value-based selling at The Bike Shop
Value-based selling at The Bike Shop by Philippe Gilbert. The manager smiled, walked over to me and shook my hand when I entered the shop. He inspected
News: Dr. Paul Viio appointed Professor of Practice in Sales at Aalto University
As of March 1st, 2015, Aalto University School of Business in Helsinki, Finland, appointed Dr. Paul Viio Professor of Practice in Sales. ”Sales has until
New article by Viio & Grönroos: Value-based sales process adaptation in business relationships
The new article in the top-tier publication Industrial Marketing Management – IMM by Dr. Paul Viio and Professor Christian Grönroos – the Legend of Marketing – on
How to build a service business that can revolutionise an industry
Many business owners and executives dream of transforming their stuck-in-the-middle business to a successful one, but only few succeed. Too few! Why do so many
News: Dr. Paul Viio Appointed Director Sales Research at Hanken
As of January 1, 2013 Dr. Paul Viio has been appointed Director Sales Research at CERS, Hanken School of Economics, Helsinki, Finland. Dr. Viio is