Category Archives: customer value
Are Your Salespeople Poised to Sell to Today’s Buyers?
Few people need convincing that considerable power and influence has shifted to customers and prospective buyers. Much of this has been driven by technology and access to information.
The challenge isn’t necessarily to recognize this change in the buying and selling environment, but to know what to do about it.
Sales organizations or individual reps mired in the old ways of selling are destined to fall short of their target and find themselves in trouble or replaced by those that “get it.” Are your sales reps poised to sell to today’s buyers? Are they confident doing so, is it a stretch, or is it far beyond their comfort zone?