Knowing about the phases of the buying journey is key. Knowing where your customer is in the buying journey is even more critical.
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.
Is selling in the virtual world really that different? I thought it might be helpful to expand on why I think some things haven’t changed.
If the CRM system is supposed to be the key tool to helping the sales team close more business, why is it so often considered by sales professionals as an admin chore to keep it up to date?
Using a blended approach to change management mixing workshops, management leadership and coaching this client achieved a 27% annual sales growth in a highly competitive market.