Secrets of Closing the Sale? Become the Buyer’s Guide

Becoming a Buyer’s Guide reflects the change that needs to happen for modern sellers. Rather than push product and bombard prospects with features and benefits (aka classic selling methodology), a Buyer’s Guide takes a consultative approach that supports the prospect through every step of the B2B buyer journey.

ArticleCasey MurrayMarch 23, 2023Closing sales, sales training, B2B salesComment

Closing Sales Techniques: 5 Steps to Increase B2B Sales Win Rates

Closing B2B sales today is more challenging than ever. According to a recent Gartner study on the evolution of the B2B buyer journey, sales reps have about 5% of the customer’s time during the sales process. This time crunch puts tremendous pressure on the seller and highlights a glaring truth: most conversations and meetings happen without a salesperson present. How does your story get told in those meetings when you are not the one delivering the message?