People and companies are buying differently, so what does that mean for the ways in which companies need to sell?

There is no doubt the world of commerce has changed dramatically in recent years. The proliferation of the web, delivering limitless information to your desktop has had a huge, and obvious, effect. However, particularly in the B2B world, there are other, more subtle changes happening and this is especially true in the global manufacturing sector.

In this article Steve discusses:

• the changes that are happening, particularly in the manufacturing sector
• what these changes mean for how companies sell
• the skills used by effective salespeople to create value.