Category Archives: Sales Approach

July 25th, 2012

As Buyer Behavior Changes, What Is the Right Approach to Selling?

COMBINATION of selling solutions approaches

In our work with leading sales organizations, we have certainly seen a change in the buying landscape.  Today’s buyers are more sophisticated, have more data available, and often have already defined a solution before ever involving a salesperson.  This has created a real challenge for sales organizations and reps.  Techniques and methodologies that worked twenty years ago do not necessarily work now.  As buyers change, sellers too must change — but how?

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