Building Relationships Over Cold Calling: A B2B Sales Strategy for Reaching the C-Suite
By
Tim Hughes
Summary
The article discusses the importance of building genuine relationships in B2B sales rather than relying on legacy prospecting methods like cold calling and spam emails. It argues that trust-based selling requires a different approach where the seller doesn't annoy potential clients, and where control is not placed in the hands of the seller through intrusive tactics. The piece advocates for relationship-driven strategies to reach C-suite executives without damaging professional connections.
Source
bskyBuilding Relationships Over Cold Calling: A B2B Sales Strategy for Reaching the C-Suitedigital-leadership-associates.passle.netKey quotes
· 2 pulledRelationships and Trust: In B2B we sell on relationship and trust and you don't start a relationship by annoying people
Control: The essence of cold calling and spam email means you place control in the hands of the seller
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