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Changes in the B2B Buying Decisions

Posted by Paul Davenport on 29 January 2019
Changes in the B2B Buying Decisions

A recent study in 2018, undertaken by Sirius Decisions with Chief Sales Officers, confirmed that the B2B markets are increasingly competitive which has resulted in businesses needing to evaluate how they address the manner in which customers like to purchase.

These findings support the requirement for all customer facing people to consistently build a comprehensive level of Insight, not only into their customers, but also the markets in which those customers operate so that they really do understand what is driving their decisions.

These Insights will provide the basis for the business to develop options that ultimately provide real value those customers.  This is often missed by sales people most of whom are simply content to understand, at a high level, the initial 'perceived needs' of the client prior to recommending a solution.

Only when real Value is articulated can the vendor be viewed as 'relevant' to the customer.

Author: Paul Davenport
About: Paul has over 20 years of experience in sales and senior management in large and medium sized businesses in the Banking, Finance and Commercial Data industries. Paul brings sound business acumen and an expertise in leading, coaching and developing high performing sales teams to his clients. Paul has a strong track record in assisting clients to win new business and grow revenues through robust key account management. Paul has an ability to work across a diverse range of sales teams, and effectively engages across the business, from the CEO, Sales Director, Sales People and new starters to ensure sales behaviours are optimised to improve sales performance and maximize outcomes for the business and the individual.
Connect via: LinkedIn
Tags: High Performance Sales Sales Behaviours Sales Framework Sales Relevance

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