B2B selling has changed a lot in the last 20 years. Traditional relationship selling and product centric conversations are no longer effective. Of the 6 capabilities salespeople need to master, the 2 I just mentioned are the least effective. I’ll cover all 6 in this video, but pay particular attention to the last 4.
Ineffective salespeople are costly. Not only do you have the carrying cost, but you also have the management time and opportunity cost to take into account.
In this short video you will learn what to look for when recruiting and what skills you need to develop in your existing team.