For the modern B2B sales professional, navigating the sales / buying processes is no easier now than it was in the past 100 years, in fact, it may be more difficult. Why then do so many sales professionals put so much effort into dated strategies and tactics that are all-to-often a race to the bottom?
The focus can not be on the benefits and features of your product and/or service, it must be on the buyer. In order to sell more and reach targeted goals, sales professionals must have an intimate knowledge of their buyers needs, wants, goals, struggles and other customer-centric information in order to build trust and, ultimately, earn the business of those who they seek as customers.
In order to be successful and grow, the modern sales professional must become a trusted advisor to your prospect and customer. It takes time but the rewards are there for the taking.
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