B2B Complex Sales And The Buying Journey
For many years I have been trying to get over the message that in B2B complex sales we should focus on what matters most to the buyer and less on what matters to the salesperson or the seller’s organisation.
Part of the challenge is that many salespeople and their bosses focus on inputs; things that they do; and they don’t really think about outputs. If something the salesperson does, does not cause the buyer to do something different, then what’s the point of doing it?
Rather than the sales process, it is the buying journey that is important in B2B complex sales
In this first video in a series diving deep into how the buying journey works, you’ll discover why I think in B2B complex sales it’s the buying journey that’s important.
And a final thought
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