This is the second part of a five part series on major change issues for b2b sales. Today, I will discuss the second major issue of the difficulty encountered by b2b sales people in getting to real decision makers .
I have mentioned this issue in several recent b2b sales tips, yet, I believe it needs more discussion to show how important this is becoming. The difficulty for b2b sales people to meet with decision making executives has become a major barrier to successful large account selling activities.
So what are the real issues creating this major and critical issue for change in our b2b selling knowledge?
Ask any b2b sales person if it is more difficult to get to higher ranking executives or managers today? You will get a resounding yes! Except for the B2B Sales Superstars who changed their method of selling several years ago when this issue first came up.