In the past couple of months, I have had the opportunity to interact with sales leaders in India, China, Singapore and Australia. One thing that everyone agrees is that selling, and more importantly, B2B selling is getting more and more challenging.
Buyers are getting more and more intelligent as they are able to do all the research even before inviting any sales teams in for discussion. This also means that most of the interaction tend to lean towards order fulfillment or what I call ....