SPI INSIGHT: How to Win Large, Complex Deals with Greater Profitability and Predictability

In our recent book, The Collaborative Sale, we describe the significant changes in buyer behavior over the last few years. With easy access to vast amounts of information at their fingertips, they are now much more empowered and educated. Generally, buyers now drive their own purchase decision processes. They’re also more risk-averse and, therefore, more likely to make decisions for strategic purchases by formal committee.

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