COVID-19 has increased customer overload resulting in buyers trying to make sense of an overwhelming amount of often contradictory information. This is leading sales leaders to ask, “What do my customers need right now?”. The answer, someone to help them make decisions during this uncertain time.
Gartner research identified Sense Making as the top b2b selling technique to help today’s overwhelmed buyers process the surge of information and make confident buying decisions. Sellers who adopt a Sense Making approach are 26% more likely to close high-quality, low-regret deals.
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