- Modern B2B sales is challenging, but lowering the bar for B2B salespeople is a dangerous response.
- The transactional segment of sales has too little need for consultative salespeople.
- However, complex sales now require much…
Not too long ago, people believed the most significant changes in business-to-business sales were the internet and the social channels. Both the internet and social media were supposed to change sales forever, eliminating salespeople—along with…Continue Reading
Here is a shorthand for thinking about the differences between transactional sales and complex sales: