common-issues-for-key-decision-makers-post-pandemic 
The Center for Sales Strategy
JULY 13, 2020
Active buyers in today’s market have immediate and pressing issues that couldn’t be foreseen earlier this year. Understanding who they are post-pandemic is critical to understanding how you sell your products and services to them. Putting yourself inside the mind of these buyers will help you gain access to them.
Hubspot Sales
MARCH 25, 2024
Hunt says, “It's tempting to simply avoid them, but I've found the best approach is to address concerns directly yet diplomatically, clearly explain standard offerings, and try to find some common ground. According to Alexis, perceptiveness is key when handling these kinds of prospects. Want more content like this?
Jermaine Edwards
NOVEMBER 25, 2021
In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. A lot has changed in those five years from new strategies and technologies, to of course the pandemic that completely changed the way we engage and serve our customers.
Zendesk
AUGUST 10, 2021
The global pandemic made staying home and going online a necessity. Today’s customers also care about different things than they did pre-pandemic. Today’s customers also care about different things than they did pre-pandemic. The pandemic changed the customer landscape, so your sales process has to change with it.
Hubspot Sales
AUGUST 22, 2022
We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. Selling by offering a solution rather than pitching a product/service is key to sales pros. The Top Sales Goals.
Zendesk
AUGUST 10, 2021
The global pandemic made staying home and going online a necessity. Today’s customers also care about different things than they did pre-pandemic. Today’s customers also care about different things than they did pre-pandemic. The pandemic changed the customer landscape, so your sales process has to change with it.
Mike Kunkle
MAY 11, 2022
Understanding general buyer personas and buyers’ journey or buying processes, including challenges, opportunities, impacts, needs, objectives, priorities (COIN-OP), decision process, decision criteria, decision roles, desired outcomes with metrics and measures, and consideration of both the decision makers’ business and personal needs.
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