Harnessing the Power of Personalized Selling

Anyone with a background in B2B sales knows that approaches to selling have changed over the last few years. Even before the pandemic, it was difficult to book meetings with prospects. Thanks to the web, buyers are more proactive and better informed, doing their own research before making any purchasing decision. The B2B sales process also has more stakeholders, each with their own buying opinions and criteria. Purchasing has become more of a self-service process, and sales reps are being invited to participate later in the decision-making process. Successful B2B salespeople, however, are…