Sales ain’t what it used to be (infographic)

The world of b2b sales has been in turmoil for a few years now. After Harvard Business Review announced the end of solution sales in its July 2012 article, the b2b sales profession has slowly begun waking up to the fact that telephoning people out of the blue is not the only (or the best) way of getting new business.

This infographic shows discrepancies between the traditional b2b sales paradigm and what research has shown about the modern b2b purchase process.

Traditional b2b sales paradigm vs. what modern customers actually do