|
 Today’s B2B buyers are connected, impatient, self-sufficient, elusive, impulsive, and highly informed. The abundance of information available to buyers can put even the best sales professionals on the defensive – in a position of reacting and competing on price. The new breed of informed buyers requires re-thinking both sales process and sales methodologies. Is your sales organization confronting this new reality and making the necessary changes?
The ability to position and sell value effectively – with agility - is more critical now than ever. “Socially and “situationally fluent” sales professionals that can adeptly validate or challenge a customer’s vision of a solution will have a distinct edge. Our complimentary, two-part white paper entitled “Buyer 2.0 and Solution Selling, The New Buyer Landscape” explores new thinking for sales process, methodology, and training in The World of Buyer 2.0.
Read part 1 of the new white paper from SPI, Buyer 2.0 and Solution Selling, The New Buyer Landscape
|
