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Nov 25, 2019 10:13 am
How do you gain the other 83% of a buyer’s mindshare?
A couple of days ago I received an email from my business partner, Jill Rowley, who shared the following diagram with me to highlight some incredible research done by Gartner.
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Long Sales Cycles Require “Learning Paths” to Align the Buying Committee
Does your sales team have 6-18 months sales cycles? Is the buying committee involves 5-10 people on every customer transaction? Does it feel like your sales team needs to draw from everything they’ve learnt in The Challenger Sale, Customer Centric Selling, and Value Selling… insert sales methodology here?
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Understanding Account Based Sales Development
Business leaders and sales professionals are keenly aware that focusing on accounts over individual leads often yields better returns for the business.