The game of buying and selling B2B products has changed dramatically in the last decade. Buyers have access to large amounts of information that puts them in complete control of the buying process. Your selling process needs to align with this and adapt accordingly (or fail miserably).
One wrong move and it’s on Twitter, a blog, or GetSatisfaction.com. Then you’re in damage control. The ability for buyers to vent their anger to a large community of other potential buyers should never be underestimated.
The buyer is in charge.
The buyer is in charge.
The buyer is in charge.
