Looking into the competitive environment of b2b sales, I began to notice both subtle and major changes in the way our b2b buyers function and treat us. These changes will have an impact upon our b2b sales success in the future.
Have you noticed some of the changes happening in the way your b2b buyers are using your services as a b2b sales person. I know the boomer b2b sales people have seen the changes occurring during the past decade as I have. And, our success has been hampered by these changes – usually in the form of losing old customers and constantly being hammered on price comparisons.
How and Why are these changes happening in our marketplace. How and Why are these changes happening to you? And, more importantly, do you have a sales strategy to change the game?
Here are the Big Seven Changes in Tactics and Methods used by our B2B Buyers…