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  • Home
  • Services
    • Sales Readiness Review
    • Enterprise Personal Branding
    • Personal Branding for front line people
    • Client Relationship Assessment Service
    • “Authentic Selling” Change program
    • Developing Your People – process not event
    • Sales & Client Retention Programs
      • Strategic Client Engagement
      • Account Planning
      • Sales Strategy
      • Customer Intelligence
      • Perception Management
        • Realtalk FAQ’s
      • Virtual Teaming
      • Innovation
      • Business Alignment
      • Enterprise Partnering
    • Custell Resources
      • Materials
    • Third Party Resources
  • Clients
  • Contact Us
  • Login
    • CustellCloud Overview
      • Outcome Manager
      • Virtual Teaming
      • Meeting Manager
      • Enterprise Hub
      • Custell Cloud Feature List
        • ‘My Enterprise’ Feature List
        • Enterprise Hub Feature List
        • ‘VirtualTeam’ feature list
        • Commitment Manager Features
        • Meeting Manager Features
        • ‘Outcome Manager’ Features
        • Commitment Manager
        • SARP Account Planning Features
        • SOCS Sales Strategy – Feature List

Daily Archives: April 27, 2014

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[video] Respond to Changing Buyer Behavior (or lose business)

Articles, B2B Sales, Top ValueBy John SmibertApril 27, 2014Leave a comment

Enterprises have dramatically changed their buying practices in recent years. Have you changed your sales approach accordingly? Buying organisations are much better informed. They do not want salespeople educating them. They don’t want to spend time answering a string of questions. In fact they want to spend less time with salespeople – see McKinsey’s Research…

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