The Proof Point cover image

Why hasn’t the B2B sales playbook changed?

The Proof Point

CHAPTER

Building Personal Relationships in B2B Sales

The chapter emphasizes the importance of one-on-one relationships in B2B sales, navigating through buying process dynamics and leveraging internal champions. It discusses a unique approach using storytelling and visual context questions in discovery calls to engage potential clients effectively and avoid sounding rehearsed. Strategies are shared on asking deep questions to drive transformative business cases and conveying complex offerings to clients, along with anecdotes highlighting the value of dedication and individuality.

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