B2B Salespeople Need to Act More Like Travel Agents
Harvard Business
MARCH 7, 2017
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. Try this simple exercise: Think about the last major purchase for which you sat on the buying committee.
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