Hans Roels

Strategic Selling is typically characterized by long sales cycles, multiple stakeholders and complex decision dynamics. With AI getting more and more into the spotlights of business transformation, we may ask ourselves how AI will transform the practice of Strategic Selling. Will AI be just another tool for the sales professional or will it fundamentally change

While it’s typically wise to adhere to the buyer’s established rules, there are valid reasons to attempt altering them. Even if this poses a risk of being excluded from the buying process. See how to deal with this.

Should you invest in RFPs you didn’t see coming? Learn about the importance of Deal Qualification and how to deal with unexpected requests that you’re tempted to answer.