B2B Salespeople Need to Act More Like Travel Agents
Harvard Business
MARCH 7, 2017
A similar sequence has happened with B2B buying. By 2012, our research shows, nearly 60% of a typical B2B purchasing decision — researching solutions, ranking options, benchmarking pricing, and so on — was happening before the buyer even had a conversation with a supplier. Only three are effective.
31 
Let's personalize your content