Equipping salespeople in a commodities market

two men in suit sitting on sofa

New technologies have allowed buyers to learn more about companies and industries than ever before. As a result, buyers are self-educated and post-pone interactions with salespeople. When they do decide to take the next step, their focus is more on price. This has created a commodities market in which companies believe have to be the low price leader instead of finding new ways to differentiate themselves.

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The power shift in sales

black and silver gear shift lever

Buyers have changed dramatically. Technology has created information about industries and companies that buyers previously haven’t had access to. With the advent of the internet, information is immediately accessible to anyone interested in buying.

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