Insight-led selling: The key to eliminating the buyer-seller mismatch

There exists today a massive buyer-seller mismatch. To wit: Only 20% of enterprise buyers think their suppliers understand their business. And even when they DO understand it, only one in four can effectively align their client's business goals with their own company's offerings. How to close this gap? By training sellers to understand what's top of mind for their customers' myriad stakeholders and giving them the tools and knowledge to tailor their messages to each stakeholder. SAMA CEO Denise Freier interviews Stephen Timme and Melody Astley of Finlistics, whose new book "Insight-led Selling" is out this week.