The New Model of Selling

Today’s B2B salespeople ply their trade in an atmosphere in which modern buyers – from the “unsellable generation”– are likely to distrust them automatically. To survive, sales experts Jerry Acuff and Jeremy Miner explain, salespeople must abandon antiquated methods and ideas and replace them with an up-to-date approach to selling that is in sync with today’s challenging times. The authors urge B2B salespeople to set aside uncomfortable sales personas and boiler room tactics. Instead, salespeople should think like their prospects. This strategy, Acuff and Miner promise, will humanize B2B selling, eliminate client resistance and pave the way to sales success.