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Three Reasons Why B2B Sales People MUST Engage Executives

Today, the new sales reality is that the buying process is more convoluted and confusing than it has been in the past. This “buy-side” complexity manifests itself in a number of dimensions: More stakeholders, greater caution, higher levels of scrutiny, and numerous signature approvals.

Most of the B2B sales professionals I work with in sales training engagements report longer customer sales cycles and growing levels of personal frustration.

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