Tactics to Help B-to-B Sales Reps Shine

2. Customer response. Return calls when promised. Customers don't appreciate being placed on indefinite hold. They desire immediate conversations with those that can offer assistance. Not returning calls or hiding behind voice mail is an excuse for a customer to discover your competitor.

3. Customer care. Research illustrates that over 50 percent of customer interaction is service related. Treat your customers correctly by becoming engaged. Be in the moment; become genuinely interested in their concerns; have representatives smile and be interested in engaging with customers. Certainly sales people have bad days too, but the client doesn't need to know and doesn't care. Service must be paramount. Selling departments must build a service-oriented culture.