The B2B sales process has changed tremendously over the past years. Potential customers have many opportunities to inform themselves about products and services before taking the first step and contacting a salesperson. On the first Expert Talk, an online event that aims to explore the key elements of the B2B sales cycle, Britta Lorenz from PDAgroup interviewed Peter Schwazer about what this development implies for salespeople when they want to connect with the customer and nurture the relationship.
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