Guest Post – Michael Ashford

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills.

But B2B selling, especially to large corporations has evolved into a complicated process. This is no more true when selling technology to business – software, hardware, telecommunications, infrastructure, etc. Companies spend massive amounts of capital on technology, and as the technology has advanced, so too has their buying process.

In this post, we’ll discuss some of the reasons technology sales to business is so complex. … Read more →