Six Factors Transforming B2B Selling in 2012

Wendy Reed

Do you know what the future of sales looks like? Demographics are shifting, the pace of change is accelerating, buyers are more informed, and the threshold for success has never been higher. Effective selling in a B2B world is a function of the salesperson's aptitude and attitude, but also is increasingly driven by a need for contextual awareness, deep customer insight, and a recognition that as the selling environment evolves, the only constant is that a focus on customer benefit must(...)


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