Sales teams are facing a difficult situation as prospects are less receptive to cold outreach and existing customers are reluctant to engage in in-depth conversations. This creates a challenge for sales teams who need to understand customer needs to close bigger deals.
Sales teams face an increasingly challenging landscape. Prospects don’t respond to cold outreach. Even existing customers often aren’t willing to invest their time in deeper discovery conversations, which are critical for winning bigger deals.
This creates a quagmire. The only way a sales team can prove their value is by understanding the customer, but buyers are increasingly unwilling to engage with sales teams long enough to share this kind of relevant information. Recent McKinsey research found that over the last five years, the percentage of B2B buyers who wanted in-person sales interactions with new suppliers hasis a go-to-market leader in the technology sector, having served in strategy and operations roles at LinkedIn, IBM and Boston Consulting Group. He has over a decade of experience conducting research, consulting for Fortune 500 clients and supporting enterprise sales teams in high-growth environments. Ian has an MBA from the University of Chicago, Booth School of Business and a BA from the University of Maryland.is a sales strategist and professional speaker whose clients include Salesforce, Kraft Heinz, and Roche. She is the author of
SALES CUSTOMERRELATIONSHIPS BUSINESSSTRATEGY B2B TECHNOLOGY
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