Sales has always been a challenging game, but the proliferation of data, media channels and platforms, has made selling even more complex. The widening gap in expertise between sellers and buyers has created a new set of challenges that sales teams can't afford to ignore.
Sales reps might know the product inside out but may lack insight into the specific needs of individual buyers. This is what we're calling the "expertise gap."
In this article we'll explore the reasons behind the expertise gap in B2B tech sales and share strategies to overcome it!