A remarkable human story rests at the center of today’s purchase. Specifically, this comes in the form of customer decision confidence. Rarely do sales teams, let alone sales leaders, reflect on how customers feel about their purchase decision. However, research continues to highlight the tremendous economic impact that improved confidence has on winning substantive deals. Yet most sales organizations’ actions are unwittingly leaving customers with more anxiety than confidence.
The Key to B2B Sales Is Customer Self-Confidence
Sales leaders must focus on building customer confidence in order to win in today’s complex B2B buying environment. Gartner can help you build customer confidence by teaching your sellers how to engage customers.