Neuroscience and the b2b sales process

When I began to learn about how the brain works due to the research being used in the neuroscience studies, I began to see the light. Which light is that? The light at the other end of the tunnel indicating a train is coming and I need to pay attention.

Now must b2b sales people are still following the same old sales “tracks” laid down in the last century. They continue to hang in there using these old methods since they did work for the b2b sales people in years past. And, in some industries the old tracks still work with some old school or commodity based buyers.

Yet, the more progressive companies – both sellers and buyers of progressive companies – no longer tolerate the practices of the old b2b sales tracks. They want something new and better for the real world of today.

Okay, what is different you are thinking? A good thought or question.

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