Australia / White Papers
Insights for Sales, Strategy and Success

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by IBISWorld
Aug 27 2019

"Customers are no longer impressed by a product or service’s bells and whistles, nor will offering the lowest price sway them.”

Sales leaders across Australia all agree: attracting, engaging and retaining clients is becoming increasingly difficult. The bottom line is: clients are seeking a more personalised, consultative sales approach. But these needs go beyond the buzzword ‘trusted advisor’, which is someone who understands the challenges a prospect or client is facing.

The paper discusses the need for sales to move beyond trusted advisor status and lean into becoming insight experts to exceed buyer expectations.