B2B Selling has Changed – Have You?

I don’t know if you have noticed a major change in selling, yet, I started to notice some major changes in the B2B Selling World during the past four years. And, yes, the Great Recession has a major role in the changing dynamic of our world of selling.

First, let’s look at some of the trends started during the past four to five years.

  • Consolidation of Industries and Niche Industries
  • Customers demand lower costs
  • Product Knowledge is known by our customers & prospects
  • Old techniques and tactics are basically useless
  • Real Decision Makers have disappeared from the Sales Process

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