“For somebody new to the industry that I’m in, the wealth of knowledge I gained from the AIM facilitators is invaluable.”
Today’s average consumer is well-informed and prefers self-service, so a modern salesperson must be able to recognise and address the specific needs of their client.
Increases in technology and the accessibility of information have dramatically changed the buying journey over the last 10 years. Buyers are more informed, with a wealth of information at their fingertips, engaging salespeople much later in the decision-making process.
However, with vastly more information, comes a greater amount of choice and decision complexity. Leaders selecting the best solution for their organisation are looking for salespeople that think outside the box by asking tough questions, pushing them out of their comfort zones and challenging their assumptions.
*(RAIN Group, Center for Sales Research)
of buyers accept meetings with sellers who proactively reach out to them.
of companies believe they are ineffective at maximising sales to existing accounts across capability areas.
of companies believe their sellers do not have the core consultative selling skills they need to consistently find and win business.