The ability to showcase preparation, credibility, trust, and value is what separates top performers from the rest of the pack. As Andy Whyte, CEO of MEDDICC, succinctly puts it, "The number one thing any salesperson can do today to radically increase their likelihood of success is to improve their level of preparation."
The landscape of enterprise sales is undergoing a profound transformation. "Sales teams today must be agile, constantly learning, and adapting to new tools and methods," notes James Egersdorff, host of Enterprise Sales Performance. "The pace of change is unprecedented."
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