Business-to-business sales jobs 'are changing'

An expert claims differences in the way businesses are buying goods means those in sales jobs will have to change too, a source reports.

Andrew Milbourn, chief executive of Kiss the Fish, which is a sales training specialist, claims business-to-business sales is becoming more about building a connection which will last, Personnel Week reveals.

It is becoming more important to build a relationship-repetition with a client so they know who to turn to if they need something, he states.

He says the days of people in sales jobs seeing their function as competing with buyers are over.

Business-to-business sales jobs can no longer afford to use "bulldozer" tactics, he warns.

Mr Milbourn tells the news provider those in sales jobs must learn to tell business clients they do not need a product rather than damaging their links with the buyer.

"It's all about respect and maintaining relationships," he states.

Mr Milbourn's company name was taken from a phrase used by a swimming coach who advised pupils that were afraid of sea monsters: "when in doubt, kiss the fish".

Aaron Wallis is a sales recruitment agency with a Business Services Sales team dedicated to filling B2B sales jobs. For employers we offer a unique B2B sales recruitment service that is backed by a 12 month rebate scheme

Filed: 05-09-2008