Take a Prescriptive Selling Approach

Make it easy for your B2B customers to buy

Harvard Business Review: The New Sales Imperative

Customers today are overwhelmed by information and choice, and they struggle to make good purchase decisions.

Download “The New Sales Imperative” featured in Harvard Business Review to learn how suppliers can create relevant tools, messaging and guidance to help customers at every stage of the sales process.

Insights You Can Use

Successful sales organizations make purchase decisions easier for customers by offering only the information and options that matter most.

Excessive information doesn’t empower customers — it overwhelms them, and makes buying more difficult as a result.

Continually adjusting to customer demands along the buying process actually fails to deliver the sale. Today’s sellers — and their customers — are better served by a prescriptive approach.

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    Gartner’s Challenger experts

    Brent Adamson

    Coauthor of “The Challenger Sale”and “The Challenger Customer”

    Nick Toman

    Coauthor of “The Challenger Customer”

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