“Being able to flex your sales approach with customers can lead to a significant performance improvement – increases of up to 20% are not unusual,” explains Phil Purver of Engaging Behaviour, the Customer Engagement Behavioural Analysis Specialists.

With this in mind, this edition we shine a spotlight on how you can flex your sales approach to align your behaviour with your customer’s values. We discover how this will help you to meet your buyer’s needs and, ultimately, deliver the best results.

Elsewhere, we find out why this approach is particularly key for IT sales teams. With a seismic shift in the model of a typical IT buyer, flexing your behaviour can elevate a dying sales team to huge success. Plus, in our returning feature we highlight the skills that you never knew doctors and salespeople had in common.

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