The buyer has changed. It doesn’t matter what stat you believe, the fact is customers are more educated and are further down the buying journey before they talk with a sales rep. This isn’t a problem, it’s an opportunity. Sales is still about segmenting the market, how you target you ideal buyers, and how do you go after them. In this episode, Victor Antonio founder of Sellinger Group, talks about how great B2B sellers move to education and consulting and recognize buyers need more support than they ever had before.
In This Episode You’ll Learn:
- Why B2B sales reps need to think differently
- How sales reps need to provide value through personalized ROI
- Consultative selling is not going away anytime soon
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