Note: This article has been adapted from the latest fully revised and updated version of my “Introduction to Outcome Centric Selling” – you can download the full document here . Complex B2B buying journeys are inevitably complicated. Your customer’s decision process is rarely straightforward or linear. Multiple stakeholders are involved, often with widely different perspectives and priorities. Without strong internal project sponsorship, consensus is unlikely and without consensus, action is unlikely. These challenges have been compounded by the current coronavirus epidemic. And yet despite all this, a significant number of customers are still investing in new projects, but only […]
Why it’s time to focus on outcomes
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