Based on my experience of multiple client meetings and discussions with sales reps/leaders over time, I have tried to segregate prospective B2B customers in 4 categories based on customer’s understanding of her “need’ and awareness about the “solution”.
I personally feel very few enterprise sellers are able to manage category 3 customers.
This category 3 customers, unlike category 4, is ready to take a decision. However many sellers feel – client is not serious as he/she is not able to articulate the need well.
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