Can I count on you when the next thing breaks?
Forty years of accumulating shocks have changed the question buyers ask. It is no longer “is this a good deal?” It is “can I rely on you when the next disruption hits?”
Category Articles
One concept, several sources. Short articles developing one idea from the Future of Selling research.
The buyer already has the answer. They want someone to sign it.
Gartner finds that most B2B buyers now check AI-generated insights with a salesperson. The first analysis is done before you arrive. What is left is the part only a person can do: stand behind it.
You are no longer a salesperson
Deals increasingly die not because the value was unconvincing, but because buying has become too hard. The seller’s new job is to make the customer able — and confident — to buy.
Three companies, one word: resilience
A freight forwarder, a food trader and a three-billion-dollar fulfilment network appeared on BBC television this weekend. Without knowing it, all three described the customer our research keeps meeting.