Is your salesforce winning consistently and at target margins?
How companies buy from other companies has changed, but the way they sell to each other often hasn't. Today's buyers are busier, their processes are leaner, and competitive information and prices are fewer clicks away. Communicating value is no longer enough, today's salesforce has to anticipate needs and take the lead in creating innovative product and service offerings. And leaner purchasing processes mean sales processes have to keep up. Responding to a request is to be behind before your start and checking off CRM boxes will not equal more orders.
A transformation in selling is needed!