I once believed selling was selling — that no matter where I lived, or what I was peddling, the act of selling was the same. From personal computers and insurance in mid-Michigan to corporate identity programs and copiers in Southern California, I was told by many learned sales managers, trainers, and “experts” that “sales is sales is sales.”
They were wrong.
Of course, there are differences across the selling spectrum. Geography, local economics, and social norms impact decision-making on a varied and personal level. To treat everybody the same is an injustice. Advanced B2B selling has moved beyond a cookie-cutter methodology.
As far as I see it, there are three levels of B2B prospects:
Here.
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