We are off to a new year so I trust you have first done the following…
- Reviewed Your Results from the Previous Year
- Thought about Your Key Accounts and Their Current Direction of Revenue
- Identified and Related Your Key Targets to Your Ideal Customer Profile
- Set Some Exciting and Challenging Goals for the New Year
If you have done the above list with some time and energy, then you are ready to execute on achieving those goals.
However, if you are continuing down the road of doing your sales process the same way you have done it in the past – well, you may be in trouble. The Buying Landscape has changed. Have you noticed some of things you have used successfully in the past are not working as well or even at all?
Welcome to the new world of b2b selling.
The Buyer feels more in control and is using their new found power (occurred since the Great Recession) to control our efforts as successful b2b sales people.
So if you are sincere about taking back control of your b2b sales success, you need to take a moment and read an exciting new b2b sales book. Personally, it has changed my success since I began following the recommendations found in the book.