Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time

1. I Owe U – next generation sales strategies

‘Be the change you want to see in the world.’

—Mahatma Gandhi (1869–1948)

There is a saying, often heard in business, that the only constant is change. The way that people sell their ideas, services and products – both within and outside organisations – must change too. In this chapter, we outline the challenges faced by sellers today, and an approach to modern complex sales that transforms the sales journey and moves the buyer–seller relationship to new levels of trust and collaboration.

Stately Homes – part 1 Richard and Emily had been trying for weeks to arrange a meeting with Peter Leung, IT Manager at Stately Homes, a company they were keen to do business with. Emily had learned that Stately ...