DateTime Object ( [date] => 2022-05-28 04:29:54.006940 [timezone_type] => 3 [timezone] => UTC )
  • VC 2-035 Kevin Dixon and I talk about the modern complex sale.

    Kevin Dixon, founder and CEO of Boxxstep ( led sales organizations in the "high consideration B2B" space for years. Like me, he's found that buying committees have grown, and with that, decision complexity has grown -- and "no decision" has become by far the dominant competitor. In response, the average company's selling approach has become more mechanized and seller-centric: exactly the wrong approach. We had a great, wide-ranging conversation about what's needed by today's selling organizations.

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    DateTime Object ( [date] => 2022-05-28 04:29:54.213419 [timezone_type] => 3 [timezone] => UTC )


Customer-perceived value drives all commercial activity, from deciding to click a link, to accepting a requested sales appointment, all the way to the final buying... Read More