For decades sales people have been trained to build rapport, need-find, pitch their features and ‘always be closing’. Different acronyms have come and gone but selling hasn’t really changed. Until now.
In the last few years selling has become much tougher:
- Decision-makers are harder to get hold of
- Customers are obsessed with price and ROI
- Deals are taking longer to close
Something has changed and what works in sales will never be the same again.
Our new White Paper examines why these challenges exist and explains how they can be overcome by comparing old school and new school sales techniques. This will allow you to consider where you and your team fit and what positive change can be made.