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Buyer behavior has changed, putting them much more in control of their purchasing process. They gather information through the Internet from a wide variety of online sources and as a result, most buyers are keeping sellers out of their buying process until much later than what was once the norm. This book helps sales professionals collaborate with today’s buyers, showing how the most effective sellers succeed, and even thrive, in this era of new buyers, new selling roles, and new technologies. In The Collaborative Sale, you will learn:
The Collaborative Sale shows how to align effectively with today’s buyers, helping them to succeed in overcoming their problems and challenges, and in so doing, creating value for customers, for solution suppliers, and for sales professionals.