Building a Radical Sales Approach

Traditional methods of B2B sales teams bringing solutions to prospects has changed. With easier, faster access to data and Googling solutions to a challenge, companies today have the resources to find a solution.

Brent Adamson of CEB, a best practice insight company, published The End of Solution Sales in Harvard Business Review, which identifies three strategies to build a radical sales approach: avoid the trap of established demand; target mobilizers, not advocates; and coach customers on how to buy.

This roadmap on how to adapt and be primed for change can ultimately make the difference in securing a customer’s business.

– Brenda Jones Barwick, APR, Jones PR