Season 1 Episode 3 – Jay McBain

Episode 3 with Jay McBain: Jay McBain, Principal Analyst at Forrester joins me to discuss selling in the WFH, COVID, chaotic times that are reality here in the US today. He gets into the trifurcated channel model, how to sell when buyers are increasingly going about the evaluation and purchasing journey without engaging the supplier’s sales team, and what he’d be doing if not an analyst at Forrester. 

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