The Non-linear Buying Cycle and How Consultative Selling Must Change
From Pony Rides to Rodeos
White PaperThe sales world is changing and fast. As customers worldwide reengineer their buying processes, the idea of a circular, closed-loop cycle is losing its validity and usefulness.
7 Sales Techniques from Leading FMCG Sales Forces
Learning from Smores
White PaperExplore the sales innovations driving results at top FMCG companies, and learn the tools to think about how your customer buys, and not just how your company sells.
Why Customers are Taking Longer to Make Buying Decisions
White PaperLook at what happens in the customer buying process when the pace of change increases to a
point that it causes what we are referring to as “turbulence.”
The Evolution of Sales
VideoHow B2B selling has changed over the decades based on proprietary BTS research.