The people you are selling to now are different than the ones you were selling to 5 or 10 years ago. That’s just a fact. And no, I’m not talking about churn or customer retention (although I probably will soon), I’m talking about the evolution of the customer and the buying process.
New customers mean new relationships and a new sales terrain to navigate. Selling to the uninitiated requires an entirely different set of tools and skills than selling to long-standing customers. This post endeavors to turn your attention to some of