B2B Tech Buying - Top 10 Topics (#1 = Stop Selling)

B2B Tech Buying Decisions are Shifting ... because of COVID, new technologies, and your buyer's evolving mindsets ... So, the (deceptively) simple plan should be to reset the match between your mutual priorities and capabilities. Easy, right? This post defines the Top 10 most important topics with my B2B Tech clients... (This post is mostly about how to stop selling during your sales process) 1) STOP SELLING - Step back from your pitch and assess how current changes affect your clients and their need for you as a person and as a solution. How can YOU help? What insights can you bring from your vantage point across their industry. Your thoughtful external perspective has never been more necessary. 2) Don't be selfish... their objections are beyond you. What do they need to understand or get past before they can focus on you? Do you really know what is on their top 10 list? 3) Do you just need to tell your story better... or do you need a better story? 4) RE-acknowledge your Str

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