Over the last few decades, solutions selling has become more popular. Rather, they had traits that made them more likely to succeed in a complex sales model (also known as “solutions selling” or “solutions approach”). CEB learned that these agents did not have a magic formula for selling during a downturn. The sales research is based on a sample of 6,000 respondents from 90 companies (which is a substantial sample size for sales research).Įxecutives found that during this difficult selling environment (in which B2B sales seemed to stop entirely), there were sales agents who were still selling well. CEB began their sales research in early 2009 to determine how companies could weather the Great Recession. Before I get to the pricing takeaways, let’s set the stage.
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