A New Year Resolution: eliminating wasteful sales behaviours

This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how we intend to apply that learning in the New Year.
It’s fair to say that for most of us the learning opportunities have been dramatic.
For anyone involved in complex B2B sales, the way in which we interact with our customers and prospects has been turned upside down.
Business models that traditionally relied on face-to-face in-the-room interaction have had to rapidly go virtual.
Many of our customers – often the majority – have become understandably more cautious about making major new investments – whilst others (often a minority, but an important one) have seen opportunity in the disruption and have accelerated their adoption of new approaches.
However 2021 turns out in practice, the future world of B2B selling will have irreversibly changed. A Darwinian “survival of