B2B buyers have changed dramatically over the past few years, so why haven't B2B salespeople?
Julie Thomas, President and CEO of ValueSelling Associates, says product-led sales no longer works in an era of self-educated buying teams. It's all about bringing value to prospects and making sure they understand your value. But they can't understand your value unless you - or your reps - do.
How you sell is just as important what you sell.