Take the bull by the horns

Take the bull by the horns

The more-flexible dialogue-based approach to selling that we introduced in the last blog isn’t easy. In fact, it’s outside the comfort zones of many selling professionals.  Of course it is! Adopting a flexible, dialogue-based approach that provokes the complacent...
Flexibility is the future in B2B sales

Flexibility is the future in B2B sales

Today’s web-savvy B2B buyers believe they know best. They’ve done the research. They know all the suppliers are alike. Now it’s all just down to the price. 60% of executives say that their companies do not “consistently do a good job of aligning offers to target...
B2B selling gone wrong

B2B selling gone wrong

85%: Gartner Group’s estimated commercial transactions that will occur without the aid of a sales representative by 2019.*  In B2B selling, gone are the days of the same-old boring sales approaches. To succeed with today’s web-savvy B2B buyers, sellers need to...
B2B buyers are changing

B2B buyers are changing

40% of B2B buyers say they waited longer to initiate contact with suppliers this year than they did last year.* Business-to-business (B2B) selling is changing with remarkable speed. Just a click of a button can make most people an expert, and as a result, web-savvy...