You’ve probably heard of at least one of the BANT, MEDDIC/MEDDPICC, Sandler, Challenger, and SPIN selling methodologies; they are famous.
But they are not working anymore, and 40% of companies missed their revenue targets with only 24% of sales reps beating their quota.
Buyers have changed and technology has changed how we consume information and make purchase decisions, and salespeople who don’t evolve will go the way of the dinosaur.