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Regardless of your level of experience in sales, our experts will provide valuable insights into the most effective sales strategies for the upcoming year.
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1. It’s Not You, It’s Them
You’re competing with a number of other potential suppliers, as well as with offline and online research and internal buying groups. Your prospect’s buying journey has many layers and is time sensitive.
According to Gartner research, “when B2B buyers are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers. When buyers are comparing multiple suppliers‚ the amount of time spent with anyone sales rep may be only 5% or 6%.”
You have a limited amount of time to make an impact and build trust.
“Prospects expect value from salespeople during every interaction. They only want meaningful dialog that helps them with their priorities. They will not tolerate a meeting or presentation that’s one sided any longer,” writes Lisa Magnuson, Sales Strategist (www.toplinesales.com) when discussing the seismic mind shifts that need to take place when presenting to a prospect.