This document discusses factors impacting B2B sales in a changing landscape. It suggests that purchase complexity can impact buyer motivation and questions whether customer satisfaction truly drives growth. It also notes that thought leadership should provide commercial insight rather than being a "dirty word" and that sellers must understand customer perceptions, articulate information clearly without clutter, build buyer confidence by enabling them, listen to customers, and think strategically about the customer landscape.

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B2B Sales
Changing Landscape
Source: Gartner, Sales Academy, Forbes
Purchase complexity – impacts motivation
CSAT for growth ?
Thought Leadership – dirty word, not
commercial insight
Own organisation perception
Confidence
Buyer
Articulate & Declutter information
Build Confidence – enable buyers
Make them feel good
Seller
Requires knowing customer landscape
Listen
Think