Overview
In the last 20yrs the amount of information and knowledge which has become available to buyers in the market place has led to significant changes in procurement practices. Buyers have become savvier, the sellers have fundamentally failed to keep pace with the changes and most sales teams are still being trained to use the same “processes” used 20 years ago.
In the 21st Century success will depend on sales professionals who can engage with the buyer; who are person-centric; who can genuinely reveal the buyers agenda and present their product or service as the complete solution. See one of our training models.