The nature of complex sales has changed dramatically with the adoption of the Internet as a research tool. People on the sales end are much less in control of the process because customers can now find out much about the supplier without asking them directly. Now vendors are adopting some of the same capabilities provided through the Net – researching the needs of potential customers and clients, discovering what will bring value to their companies. The B2B world is becoming one where negotiation can become more well-informed before it even begins. This webinar will cover this changing landscape, addressing questions like the following:
- How do sales people train to operating in the Enterprise 2.0 world?
- What tools are available today to both vendors and buyers that did not exist 5 or 10 years ago?
- How does online B2B affect the sales cycle?
Maggie and panel members, Kendra Lee, author of the award winning book Selling Against the Goal and president of KLA Group and Ron Karr, CEO of Karr Associates Inc., a firm that specializes in helping organizations build high performing sales cultures and customer loyalty and is also the author of Lead, Sell or Get Out of the Way.
Register now, HERE!