Apart from death and taxes; change is really the only other constant that governs life. How we adapt to that change determines our success or failure in acquiring what we want to have in life. In sales, what we want is inexorably intertwined with bottom line figures.

In this uncertain global socio-political and inflation pressurised world, buyer-sellers’ priorities and interactions have and will continue to change.  Gartner research predicts that non-digital interactions between buyers and sellers in the next 3 – 5 years will account for only 20% of the buyers’ journey. 

Consider this and the impact that 75% of B2B companies’ highest priority is to close more deals and that 67% of deals are lost because they are not properly qualified before initiating the sales process.