Okay, how many of you were terrorized by the title of the post?
I will venture a guess – all of your who enjoy the comfortable path of no possible conflict with a customer or prospect.
This is same attitude which has helped to create the commodity pricing environment we all hate – or should hate since our margins are squeezed big time.
What I’m talking about is directly related to the impact of the great recession of 2008-2009. Buyers and sales people alike got scared of making a mistake and the old comfort zone has taken center stage in our b2b sales world.
Yet, some new research on highly successful b2b sales people has come out. In fact, the July-August edition of the Harvard Business Review is dedicated to sharing information about this new research on high performing b2b sales people.
It seems these high performers are doing something different.