Strategic Gifting with Patricia DuChene

What It Covers

Patricia DuChene from Sendoso explains how B2B sales teams can use strategic corporate gifting to build trust, differentiate from competitors, and maintain relationships throughout the sales cycle and beyond initial purchase.

Key Questions Answered

• •No-strings-attached gifting: Send gifts celebrating life events like promotions or babies without asking for anything in return to establish trust, which is jarring for prospects and creates future opportunities when they enter buying mode.
• •Personal knowledge KPI: Set a benchmark to learn two personal factoids per sales call, document them in CRM with calendar reminders for birthdays and anniversaries, and measure yourself against this metric until active listening becomes natural habit.
• •Gift the workers, not executives: Focus gifting on people doing implementation work like operations teams and procurement rather than senior leaders, since these individuals have more work, can vote no on adoption, and appreciate recognition nobody else gives them.
• •Gamify post-purchase adoption: After closing deals, create contests rewarding first five users who complete specific activities within timeframes using gifts as prizes, which builds product usage habits and leverages salespeople's competitive nature to drive implementation success.