What Hasn’t Changed

People and the Sales Process
  • Jonathan London
  • Martin Lucas


As rapidly as technology is changing, and despite the plethora of articles, social “experts,” and dogma about the role of social media in selling, the basics of selling in a B2B environment haven’t changed much in many areas, especially once the salesperson and the prospect meet. Today, prospects and salespeople may be better informed, but prospects will still have internal decision-making and purchasing processes, and salespeople will have their own approaches and processes (see Figure 2–3) to win as much business as possible.


None None Sales Process Behavior Style Professional Sport Team Annual Quota 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

Copyright information

© Jonathan London and Martin Lucas 2012

Authors and Affiliations

  • Jonathan London
  • Martin Lucas

There are no affiliations available

Personalised recommendations