Tactics to Help B-to-B Sales Reps Shine

6. Customer communication. Technology isn't the answer to everything. Your brand must constantly be top of mind. Avoid activities that diminish relationships. Stop using email to communicate with clients; pick up the phone or send a simple handwritten gratuity card. Illustrate your value, not the need to make a commission.

7. Customer discretion. Buyers aren't in a hurry. Credit concerns, economic volatility and shareholder return are more important than ever. In addition, the internet provides consumers the necessary time to conduct the proper research prior to making decisions. If you're patient, they should come.

Drew Stevens Ph.D. is the author of six books and over 300 articles on sales management techniques and business development issues. Reach Drew at drew@stevensconsultinggroup.com or visit his website.