Biggest challenge in B2B Sales is lack of customer confidence

12th December 2019 |   Journal Of Sales Transformation

Biggest challenge in B2B Sales is lack of customer confidence
Brent Adamson: “Successful organizations today aren’t solving for a sales problem, they’re solving for a human problem.”

Overwhelmed B2B buyers are facing a crisis of confidence as they increasingly struggle to make large-scale purchase decisions. That’s according to research and advisory specialist Gartner.

Research findings revealed at the recent Gartner CSO & Sales Leader Conference in Las Vegas suggest that the root cause of customers’ struggle has little to do with how they perceive suppliers’ offerings and everything to do with how they perceive themselves.

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