Selling to Customers Who Keep You at Arm’s Length: Relationship Strategies that Work

28 August 2015


Building customer relationships is increasingly difficult for salespeople. Face time with buyers is dwindling, while the rise of electronic auctions, RFPs, managed procurement, and third-party buying influences make it tougher than ever to demonstrate value and differentiate offerings.

In this panel discussion, we examine strategies for building valuable customer relationships, while helping salespeople to overcome stiff-arming efforts.

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