The amount of product and service information available to B2B customers has become overwhelming. So much accurate and trustworthy information exists online that B2B customers only dedicate 17% of their purchase process to talks with potential suppliers.
What's the best way to make the most out of the limited time your sales team has with customers? By utilizing Gartner's Sense Making selling approach.
Download the article featured in Harvard Business Review to:
- Discover the three different seller approaches to sharing information with customers
- Learn why Sense Making is the most successful strategy in closing deals
- Understand the key attributes of Sense Making and how to implement it within your organization