B2B Expert Tom Cates Speaks on Sales Equity at Sales 2.0 Boston

Top Quote Tom Cates, one of the world's leading experts on B2B 1:1 client relationships and sales growth, hosted a session at the Selling Power Sales 2.0 Conference in Boston on Monday, July 14, 2014. End Quote
  • (1888PressRelease) July 21, 2014 - In his presentation - titled Sales Equity: What it is and Why You Need It - Cates demonstrated how sales equity can build on product and brand equity to benefit sales efforts at every level, and explained why individual salespeople increasingly need strong sales equity to meet or beat their sales goals.

    Sales equity refers to the value a company gains when its customers perceive its client-facing teams as Trusted Advisors instead of Transactional Vendors. By strengthening sales equity, a B2B business can boost client retention, increase cross-selling and upselling opportunities, get more and better referrals, enjoy pricing advantages and cut costs.

    Clients of The Brookeside Group, a management consultancy that Cates founded, have added millions of dollars in revenue per year using Brookeside's patented software tool, SalesEquity.com™. The 1:1 client feedback and coaching platform helps companies assess individual client relationships and act on the results to improve customer retention and boost sales.

    A video of Cates's presentation at Sales 2.0 is available on the company's YouTube channel at https://www.youtube.com/user/BrookesideGroup.

    About Brookeside
    Brookeside is the B2B relationship company. Its new kind of client feedback and sales coaching software, called SalesEquity.com, is a field-proven tool that helps B2B sales and service teams unlock revenue growth hidden within 1:1 client relationships. Brookeside helps businesses cut costs and boost revenue by providing actionable, 360° client feedback, personalized coaching, world-class management and sales training and award-winning consulting.

    For more information contact:
    The Brookeside Group, Inc.
    Michael Schulze, Manager of Marketing Communications

    About Selling Power Sales 2.0
    The Sales 2.0 Conference showcases leadership strategies and SaaS technologies that help B2B sales and marketing leaders create more competitive teams and drive higher profit. Attendees learn how to achieve measurable success in such areas as CRM use, sales and marketing collaboration, lead generation and pipeline management, social media for sales and marketing, analytics and metrics management, customer engagement, sales transformation, change leadership and sales process improvement.

    www.brookeside.com 978.393.1440
    © 2014 The Brookeside Group, Inc.

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