Inspired by a McKinsey perspective, this article connects global trade shifts to modern buying behavior—and explains what sales leaders must change if they want their teams to stay relevant.
Modern buyers don’t need more meetings.They need better conversations.If I were a buyer, here’s who I would politely decline meetings with salespeople who… 1. Come half-prepared to meetingsBecause preparation means you respect my time.If you haven’t invested time to understand …
Spoiler: It’s no longer what it used to be. For decades, customers gravitated toward a certain kind of salesperson. The ones who excelled in a world where sellers controlled the information, meetings followed a predictable script, and the “best” reps …