The answer to this question is at the heart of the new “norm” and you must pay attention to how this works.
The answer to the question is…
Now I know some of your are saying – well everyone in b2b sales knows this! Really? Then why are some many sales people still pushing products and service at the mire drop of a possible problem? I mean full presentation mode, yakking about there features and benefits and how the problem will magically go away when you purchase my widgets.