Neil Rackham – the inventor of SPIN Selling – offered some of his thoughts on the changing face of B2B buying in a recent video. I thought it was worth sharing – in fact I recommend that everyone involved in B2B sales or marketing watches it. You might like to share it with your colleagues.
Here are some of the key take-aways:
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In a fast moving world, your prospects are struggling to balance coping with their current situation with the need to anticipate and pre-empt future events
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Today’s top sales people are challenging their prospects with ideas and possibilities before the customer has even recognised they have a need
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The changing face of B2B buying behaviour is affecting every stage of the “sales process” – vendors must adapt or they will become irrelevant
But that’s only scratching the surface – there’s much more to reflect on in the video. If it doesn’t appear in the email below, you can watch it here. Let me know what you think.
