Increasingly, buyers are getting better at buying than sellers are at selling. Buyers have now come to expect immediate value from every interaction but sales organisations struggle to keep up.
This is what we’ve discovered:
To guide sales leaders on a necessary re-examination of their sales organisations, LinkedIn and Miller Heiman Group (now part of Korn Ferry) have identified three pillars that sales organisations can build on to achieve greater sales effectiveness.
"Buyers don't want a regurgitated script from a half-day workshop. The only route to success is to not just teach sales techniques but to align your methodology and process, and commit to reinforcing it every day."
Richard Hilton, EMEA Managing Director, Miller Heiman Group
Successful selling is all about creating value
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