Sales Beacon | Ellen Davis
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Author: Ellen Davis

The dynamics of B2B sales interactions are rapidly changing and evolving. Now, more so than ever, sales leaders and their teams need to be alert to spot trends and prepare for change. Do you have lengthy sales cycles? A three-month research project conducted by Aberdeen Group...

The more problems you can find, the bigger your pipeline will be and the more sales you’re going to make. Selling is not telling; selling is asking questions. Fifty years ago, the biggest sales problem was that sellers didn’t understand their client’s needs. Incredibly, it’s still...

Make sales professionals more efficient by identifying time-wasting, non-selling activities and offloading them to support staff. When asked what trends and issues sales professionals face, Jill Konrath, said they will continually struggle to deal with increasingly complex sales processes and decisions, the demand from buyers to...