By Susan Toussaint, partner, Oceanus Partners
Creating alignment in the sales process is an essential component of the B2B sale. Successful agents uncover hidden buyer needs, align resources that address those needs and ultimately lead the buyer from the status quo to a place of reduced risk and increased opportunity.
The process of assessing, developing a plan and ultimately achieving a greater level of profitability and sustainability is not only an effective B2B strategy and value proposition, but one that also helps agency owners and producers align to realize greater success.
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