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    Neil Rackham on the changing face of B2B buying

    Bob Apollo
    Post by Bob Apollo
    October 4, 2012

    Neil Rackham - the inventor of SPIN Selling - offered some of his thoughts on the changing face of B2B buying in a recent video. I thought it was worth sharing - in fact I recommend that everyone involved in B2B sales or marketing watches it. You might like to share it with your colleagues.

    Here are some of the key take-aways:

    • In a fast moving world, your prospects are struggling to balance coping with their current situation with the need to anticipate and pre-empt future events

    • Today's top sales people are challenging their prospects with ideas and possibilities before the customer has even recognised they have a need

    • The changing face of B2B buying behaviour is affecting every stage of the "sales process" - vendors must adapt or they will become irrelevant

    But that's only scratching the surface - there's much more to reflect on in the video. If it doesn't appear in the email below, you can watch it here. Let me know what you think.

    Bob Apollo
    Post by Bob Apollo
    October 4, 2012
    Bob Apollo is a Fellow of the Institute of Sales Professionals, a regular contributor to the International Journal of Sales Transformation and Top Sales World Magazine, and the driving force behind Inflexion-Point Strategy Partners, the leading proponents of outcome-centric selling. Following a successful corporate career spanning start-ups, scale-ups and market leaders, Bob now works as a strategic advisor, mentor, trainer and coach to ambitious B2B sales organisations - teaching them how to differentiate themselves through their provably superior approach to achieving their customer's desired outcomes.

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