The B2B buying process has changed. More and more influencers play a role in a company’s buying decisions, so it’s time for the sales team to focus on more than just the one-on-one relationship.
This e-book covers how a “multi-threading” sales approach will help grow more relationships within a target business to increase the probability of closing the deal, including:
- Tips and strategies for continually evaluating who the influencers are in a target account;
- How a multi-threading mindset can help ease this evaluation process; and
- The tools sales reps can leverage to further enhance their ability to connect with the right people.