What Salespeople Need to Know About the New B2B Landscape
xiQ
AUGUST 8, 2015
Selling has always been more about the buyer than the seller. So any effective sales model must adapt to changing buying protocols, not ignore or resist them. For a century, buying has been framed in terms of moving a prospect from Awareness to Interest to Desire to Action (AIDA). The sales force is more important than ever.
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