McKinsey's latest article sets the B2B Sales world on fire and Dan is back in the studio to take you through it including why science is leading the charge in this "B2B Sales Revolution." There are disruptive changes being brought on by advanced analytics and machine learning in conjunction with a more content- focused and digital savvy Buyer, all leading to a new look B2B organization: one in which the CEO drives sales transformation by making sure the Marketing, HR and IT are all looped in and singing from the same sheet of music. The link to the article can be found here:
Other big changes Dan discusses include new research on when Buyers really need a salesperson and understanding the 'How, What And Why' of your prospect and customer. Lastly, Dan discusses the war for talent but also the rising importance and changing nature of sales coaching and training in this equation. It is a MUST Listen 👊
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