How Sellers Use Ideal Customer Profiles to Find Promising Buyers on LinkedIn

Two research findings – that buyers are engaging later with salespeople & that buyers are often initiating the engagement when it does occur – have implications for how organisations train their salespeople.

In Conversation With: Michael Ahearne (Part 2)

61.8% of buyers report that salespeople meet but not exceed their expectations, failing to drive loyalty.

Are Salespeople Relevant to the Modern Buyer?

"Provide buyers with the right combination of mindset, insight & experience to differentiate your sales organisation from the competition & develop more meaningful relationships with customers."

Successful Selling: It’s All A Matter of Perspective

Better and different << so true; don't try to match what's already out there

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