I don’t know about you but I don’t get to read too many white papers or research papers. I think it’s because I am really busy, my wife assures me it’s because I play too much golf.
Either way I happened to make an effort to read a particular one that I was made aware of via Linked In recently.
I think it stood out to me as I was discussing sales team performance with one of my clients and the title of this paper resonated.
It really is worth a read. It’s research undertaken with buyers and their perception of sellers and the process together with research of sellers and their perception of the process.
What a disconnect!
Take a look at the paper … if you sell anything at all (b2b or b2c) there is gold dust on every page