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Business is being conducted differently than it was just twenty years ago. RAIN Group EMEA Practice Director Ago Cluytens shares how B2B buying behavior has changed and how you can stay ahead of the game.
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Keep up or lose.
Changes in buyer behaviour impact sales activity, as outlined in this perceptive summary by Ago Cluytens.
These changes also impact heavily on bidding to #WinWork the sales or Business Development (BD) teams bring to Bid Managers.
The procurement aware, collaborative, consultative, risk managing, value building sales people are in the box seat for a winning proposal - when they can pass on/share all these insights with the bid-team they need to summarise all this in a logical, coherent, persuasive form.