With the explosion of digital, power in sales conversations is shifting decisively toward the buyer. Sales reps are now having to work ever harder to draw the attention of prospects. Sellers have less control over the sales process than before, while buyers still want for customer experience and expect vendors to do more for them.
To effectively address this, sales teams need to restructure their sales processes, both strategically and tactically. They must grow more agile to respond quickly and effectively to the changing needs and expectations of buyers. This guide explains how.