#100: Kristina Jaramillo of Personal ABM — Helping Buyers Learn to Buy Again

Kristina Jaramillo, President at Personal ABM, talks with Rob on this latest edition of the Sales Leadership Podcast about how to rebound from the Covid19 sales crisis and what it will take to teach buyers how to buy again. Selling used to be about meeting the needs of the customer by solving a problem, building a good business case versus the risk of not solving a specific problem. Now selling requires finding a way to solve the problem right now, and purchase decisions are made requiring many more people to come to an agreement on a solution that must solve a mission-critical problem.