Kevin Harrington

Tag: buying

  • Solving Pains and Gaining Trust: The Nuances of the SME Sales Process

    Selling to small and medium-sized enterprises (SMEs) requires a different approach than selling to large enterprises. SMEs have unique needs, priorities, and buying processes that salespeople need to understand in order to be successful. The key point you make is that SME buyers are focused on solving their own problems, not on purchasing your product…

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    Kevin Harrington
    The Nuances of the SME Sales Process

  • Buying better for a greater ROI

    Get the buying process right and your promotions and incentives will win over consumers. Promotions and incentives are big business. Motivating consumers with on-pack promotions, merchandise, vouchers or money off coupons, continue to play an important role in the marketing mix. In fact, the size of the motivation market in the UK is worth about…

    Written by

    Kevin Harrington