Accelerating B2B Purchasing Decisions Through Outcome-Centric Selling

As everybody involved in them knows, complex B2B buying journeys are rarely straightforward or linear. Without strong internal sponsorship from purchasing committees, salespeople risk seeing major opportunities stall or go away due to a lack of buyer urgency.

Now - more than ever - B2B marketing and sales teams are having to marshal their marketing and sales resources effectively - and concentrate on opportunities that are strategically relevant, tactically urgent, and capable of rapid time-to-value.

I recently took part in a webinar with LeveragePoint in which we explored how an outcome-centric approach could help sales and marketing teams to find and win more of the right sort of prospects.

You can learn more here.

Please take a look, and let me know what you think.