Information is not knowledge, to make a decision you do not need more information, you need more knowledge and insight. But where does this come from? Information is abundant; what there is a shortage of is insight. What has changed in recent years is not the selling process, but rather the buying process is more demanding […]
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When I worked as a financial consultant selling investments and insurance to Companies and individuals, I was taught a linear sales process: Prospecting Building rapport. Qualifying if B2B using BANT framework. Presenting a solution or B2B presenting value. Address objections. Closing the deal and the next step. Onboarding and follow-up. Sales is no longer a […]
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I recently spoke to a group of Speaker’s, CEOs and Sellers and asked, “how many loves to sell and think they are a skilled salesperson?” Shockingly, only 10% of the room put their hand up. Given that selling is fundamental to business growth, then this is an issue. The reasons that many Speaker’s, CEOs and […]
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B2B buyers are no longer conditioned to wait. What has changed? Faster beats better or cheaper. The expectations buyers gain from their personal experience of B2C purchases on a platform like Amazon and eBay, inform their B2B purchasing expectations. No longer are B2B buyers willing to wait days for a response to an enquiry.
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