B2B Sales - Sellers From Mars and Buyers From Venus - I
Excerpt from the upcoming book at amazon.com - Sellers from Mars and Buyers from Venus -- Marrying Elements of Nature with B2B Sales - Why We Need This The business to business (B2B) sales is a challenging, complex, and a long-drawn out process spanning across a period of anywhere between six to twenty-four months. The sales cycle varies across the products and services in different industries and geographies for multiple reasons. To succeed in business to business (B2B) sales, sellers have to gather intelligence, and anticipate prospective buyers’ preferences, thought processes, and modus operandi. Accordingly, the conversation is then initiated for positioning a product or a service. Various methodologies like, personality tests developed by Katharine Cook Briggs and Isabel Briggs Myers, Game theory, Behavioural Psychology, etc are used in sales and business to learn about the stakeholder’s behaviour and motivation at the buyers and sellers end. These methodologies provide insig
