Posts Tagged ‘infromation technology’

B2B Consultative Sales

“84% of B2B buyers are now starting the purchasing process with a referral, and peer recommendations are influencing more than 90% of all B2B buying decisions.” (Harvard Business Review) Wow! Why are buyers shying away from salespeople?  According to this same article, salespeople “tend to prioritize a sales agenda over solving a customer’s problem.” To…

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