By Tom Fournier
I have spent a lot of time looking at sales processes and sales methodologies in the Business to Business (B2B) space.
In a previous blog post I shared information on the changing B2B buyer and how they preferred not to interact with a sales representative and how they would rather do research on their own.
How does a company or a sales representative stand out in this environment?
You see companies building their capabilities around digital marketing and content marketing and you see sales representatives building their personal brand, establishing their credentials and developing their presence in online networking, chief of which has been LinkedIn.
Tom Fournier, founder of the Shade's Mills Group, history enthusiast and happy walker!