Source: Corporate Visions
Notes: From a training, coaching and content standpoint, B2B companies invest more time and budget in the sales process than in messaging and field sales conversations, according to a survey from Corporate Visions. However, when respondents were asked which of 4 factors is most important in driving deals to a successful close, sales conversations (defined as the reps’ ability to deliver a distinct point of view that uniquely positions the company’s solutions) outweighed sales process by a sizable margin, per the study. (more…)