Selling in an Anxious World

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This book identifies and addresses the primary cause of declining B2B sales: corporate culture. It explores the factors leading to the COVID-19 crisis and highlights the post-crisis opportunity for sellers and companies to accelerate growth and capture market share. The text offers insights and guidance to enhance sales effectiveness and market presence. Currently, many organizations are overly inward-focused, and the rise of the gig economy has depersonalized the workforce. This shift, alongside a move toward inorganic growth strategies, has hindered customer-centricity, increasing risk and anxiety for buyers. Consequently, B2B sales have become a one-way street, negatively impacting customer experience and placing undue blame on sellers. Readers will learn how to become client-centric, increase B2B sales, implement effective sales tools, and diagnose and improve their company's sales culture. The book draws on extensive research, personal anecdotes, and biblical references to illuminate the cultural issues at play, providing an unconventional guide to solving these challenges. Chapter summaries and reference guides allow for quick access to key topics, making it a practical resource for those seeking to enhance their sales approach.