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Getting buyers to buy is proving more difficult than at any time for more than a decade. Modern buying is undergoing a revolution, yet the seller is the last to know. That is until now.
We talked to buyers in many of the world's largest companies to find out just how much buying has changed. We wanted to know how the new realities of the market, as well as mounting compliance standards, were impacting on buying decisions.
Buyers are holding on to their money and sellers’ traditional sales techniques, pitches and proposals are no longer enough to get them to buy. To get them to start buying sellers must help buyers through the strict steps of the buying process and to build a compelling business case.
Over the following pages the insights of buyers in major organizations worldwide will reveal how buying decisions are now made and, most importantly, how salespeople can influence them.
To read more about the book, visit the official website at www.b2bsalesrevolution.com