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