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Printing Industry Commentary & Analysis whattheythink.com - get the latest breaking news, showbiz & celebrity photos, sport news & rumours, viral videos and top stories from whattheythink.com Daily Mail and Mail on Sunday newspapers.
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. ....
Huge new sculpture lights up Minneapolis-St. Paul Airport startribune.com - get the latest breaking news, showbiz & celebrity photos, sport news & rumours, viral videos and top stories from startribune.com Daily Mail and Mail on Sunday newspapers.