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The power in B2B-Sales has shifted from seller to buyer. These days buyers do their own research, they are very well informed, they decide what to buy and can do that at any moment, online. This means that for sellers to be successful, you need to have a much better understanding about how buyers buy, […]

Improving sales conversations is a top priority An Aberdeen study of several hundred best-in-class companies shows that for over half of them, improving sales conversations is the #1 priority for better business performance. Let that sink in. The best sales organizations in the world are still investing heavily in getting conversations right. At the same […]