A while back, I sat down with a B2B sales expert, Frank Belzer from Kurlan & Associates, who is an author and has a lifetime of experience in sales. I wanted to understand how websites impact the sales process, because if we were going to design and build websites that provide leads for sales people, I wanted to understand how we could make them better not only for a customer, but also for a sales person.
What I learned was truly amazing, and I want to share that with you today. I heard living proof that times have changed, and that sales people have to learn how to cope with advancements in technology that make their prospects incredibly educated.
So what did I learn from the B2B sales expert?