4 06, 2024

Listening to Understand: Sales Conversations That Matter in the Digital Age

2024-06-04T16:57:36-04:00

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 [...]

Listening to Understand: Sales Conversations That Matter in the Digital Age2024-06-04T16:57:36-04:00
3 07, 2023

Part One: Navigating the Evolving B2B Sales Landscape: Insights from “The Present and Future of the B2B Sales Profession” Study

2023-07-18T10:57:19-04:00

With this post, we’re doing a two-part segment. Understanding the evolving dynamics of seller-buyer interactions is a critical element for effectively utilizing data and skills in B2B sales conversations In this first part, we cover an exciting study found in the Journal of Selling & Sales Management. In the second part, you will read [...]

Part One: Navigating the Evolving B2B Sales Landscape: Insights from “The Present and Future of the B2B Sales Profession” Study2023-07-18T10:57:19-04:00
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