Mid-year is such a turning point for a sales team. You can notice trends, problems, and opportunities. However, those problems can be magnified when the sales team is behind in its mid-year goal. On the individual level, sales professionals often feel pressured to push harder to meet assigned quotas as we reach mid-year. The [...]
Even in the Before Time (remember those years before COVID?), buyers were moving away from salespeople and changing when and how sales conversations happened. In our first white paper, Window Into the Buyer’s Mind, we noted that 70.2% of B2B buyers interacted with buyers after they defined their needs (All That Glitters Is Not [...]
We have observed patterns in 2021 sales trends that demonstrate how much the events of 2020 have accelerated or completely altered B2B selling. There is a need for specific critical skills for organizations to compete and grow effectively in 2021 and beyond. Some companies had a banner year during 2020, but this will not insulate [...]
