Raybec Sales Effectiveness Blog

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Insight Selling and Why it Works

Posted by Robert Beckerman

If your sales reps are just not getting the results you need, it's time to use a new approach. Traditional sales processes often fall short today because B2B purchasers have changed. They don't count on sales people to engage in effective discovery for them and then come up with intricate solutions. Many companies handle these tasks themselves, and if you don't understand how your sales reps fit in to the new B2B environment, your reps may come across as annoying.

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Topics: B2B Buyers, Insight Sales Process, Customer Development & Retention