The Ultimate Missed Opportunity for B2B Sales Professionals: The Customer Strategic Planning Cycle
During my career as a buy-side executive, B2B sales professionals rarely expressed interest in my company’s strategic planning process. That surprised me. In my current role helping sales teams understand customer executive mindset and perspective, I’ve confirmed my fears: most B2B sales professionals are not engaged in their customer’s strategic planning cycle.
In my view this represents the ultimate missed opportunity to influence the customer’s investment decision process. So, why are B2B sales professionals M.I.A.?Read More »