Most b2b sales people charge into an account and sell the same way to everyone. Well, this is fine if you…
- Sell only to one type of person, or
- Sell only to corporate accounts or to entrepreneurial accounts.
However, one size DOES NOT FIT ALL in sales.
This is the main reason I continually tell my clients – the b2b sales position requires the most sophistication of all the jobs in an organization. Why? Because the b2b sales person has to be flexible and open to all types of people and circumstances – in both the customer organizations as well as within their own organization.