The world of sales is changing dramatically as we transform to digital business. Today’s modern buyer has unparalleled access to information, and is well along their buying journey by the time they contact a salesperson. However, they have limited time, are pulled in multiple directions, and are racing to deliver results.
Therefore, the customer is looking for much more than just information. They expect consultative interactions that deliver valuable insights about their business problems. This needs to be a collaborative relationship that puts the customer first, is open and transparent, and allows them to opt in to the most appropriate solutions.
Many sales teams are struggling to adapt to the changing behaviors of their buyers.