We are happy to introduce you to the 5600blue e-book about Selling at The Speed of Change. Your value, competitors‘ value, customer needs and management priorities are all changing often. All of this effects the “real – time” knowledge salespeople need to lead customer conversations. It’s time to take back the power we lost due to the buyer B2B digital revolution. One of our clients said recently “a quarter is now equal to a year.” Her point was that annual planning now happens each quarter due to rapid shifts in the market and company strategy. Managing this turbulent environment holds real promise for those who realize that the rules have changed and many legacy sales support solutions are not having impact.
February 2015 McKinsey Quarterly reports that "The ground is shifting in B2B buying behavior as customer-directed journeys replace the traditional funnel. This is new and promising territory for organizations that embrace data, reallocate budgets, and do the hard work of bringing more collaboration to sales and marketing. Knowing what really makes customers tick may be the cure for the slow growth many suppliers have experienced during the tepid global economic recovery."
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