Delivering Sales Velocity
Consensus buying and buyer risk management aren’t going away anytime soon. Seller approaches need to adapt. Pushing a sales process that’s defined by its intent to close down buyer pursuits, or wow them with insights, creates a tension and aversion that sellers will be challenged to overcome. Pulling in the buyer and using their data, context, process, and concerns builds the credibility and trust that is necessary for them to commit faster and more deeply to your solution. Sales velocity comes from consistently and dependably deploying the right selling approach across the entire buying journey.
