Buyer-Centered Selling: How Modern Sellers Engage & Collaborate with Buyers

In 2018 we co-authored The Seller’s Challenge: How Top Performers Master 10 Deal Killing Obstacles in B2B Sales. Our motive in writing that book was to provide sellers a “field manual” for assembling both tactics and strategies that address these specific deal killers

This book, Buyer Centered Selling: How Modern Sellers Engage and Collaborate with Buyers, combines “seller’s challenges” with “buyer’s dilemmas.” Without the collaborative efforts of both seller and buyer, many buying processe...