TSYS Talks: Breaking Out of the Pack in the B2B Space
It's not enough to have a great product and brand – at least not in the B2B space. To really stand out, we must differentiate ourselves by also offering something clients won't find anywhere else – a uniquely personal experience.
Creating an exceptional client experience will help you break out of the pack and build stronger trusted advisor relationships which will in turn ensure clients call you first, buy more from you and stick around – something all of us want in our client relationships.
When you've broken out of the pack, clients bring you into their decision-making process early, seeking your advice and counsel. They also talk about you differently. They name names and point out individuals, rather than just discussing products or the company, according to Tom Cates, CEO and president, salesEQUITY and the Brookeside Group.
"Where do you play and what do they say about you shows whether you are in the pack – a perfectly fine transactional vendor or whether you've earned the right to be their trusted advisor," he said.
Learn more about the key role trusted advisors play in building client relationships in this episode of TSYS Talks.
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