How to focus on buyer needs and avoid unwinnable deals
Sellers who offer insights and perspective tailored to their buyer’s needs move deals through the pipeline and close more business.
The pandemic has had a profound impact on the buying and selling process and less than 2% of sales leaders believe that these changes will be temporary.
One of the big changes that’s gathered pace is the gap between buyers and sellers. There’s a growing set of figures which show that business buyers, heavily influenced by their consumer purchasing experiences, have rapidly escalated their expectations of B2B sellers.
To keep up, virtually every sales organization needs to transform in some way – whether it’s in their go-to-market strategy, the way their team is structured, their people, processes or their technology.
Organizations with a strong sales culture backed by a proven sales methodology and reinforced through training, coaching and technology are best positioned to achieve better sales results and weather economic disruption.
Korn Ferry, powered by Miller Heiman Group, has been positioned as a Leader in the Gartner 2021 Magic Quadrant for Sales Training Service Providers based on its completeness of vision and ability to execute.
Korn Ferry joined a recent TSIA webinar covering trends driving 2021 sales performance, including relying on a sales methodology, reinforcing sales methodology through a CRM, and assessing, training and coaching salespeople.
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