Today’s customers are much more educated about their options and salespeople have less control over the sales process. In fact, one survey revealed that nearly 60% of B2B buyers said they spent more time researching purchases and 40% said they waited longer than they did the year before to contact a salesperson.
Therefore, to help the educated customer, many businesses in the manufacturing industry have turned to different sales techniques, including value selling. Find out more about Value Selling in this free whitepaper.
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