Many sales people end up calling very low in the organization. They gravitate towards the users of their product, and end up making presentations to those users versus having conversations with business people who actually make the decision to buy.
In order to target business people, sales people would need to be taught how to have a conversation with them. Most organizations disable the buying and selling process by teaching sales people all about their product and how users use the product. In CustomerCentric Selling® we teach sales people how to have conversation with business buyers.
