WHAT DO YOU DO WHEN THINGS ARE NOT THE WAY THEY USED TO BE?

Times have passed, rules have changed, and sellers are not exempted. The sales environment, particularly with the customer has changed over time, and sellers need to know what to do to cope with it. Mark Hunter is back in the show to talk about how sellers can cope with the ever-changing sales environment today. Learn more with Mark in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

MARK: SPREAD YOUR WINGS MORE

“Here's the deal. We have got to spread our wings more with our customers, go back to the Gardner study that in terms of the number of people who are involved, it's real, it's real.”

MARK: THE RULES HAVE CHANGED

“The problem was the person, wasn't the decision maker. No, excuse me, the person wasn't the economic buyer, and many times those are two different people. You've got to make sure, and the question I'm telling everybody to ask right now is, ‘How have you made decisions like this in the last 30 days?’ I don't even say in the past, I say in the last 30 days? Because the rules have changed. I want to hear what's the criteria they're using? To put a deal across the finish line? I'm asking that of the customer.”

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