This is episode 326. Read the complete transcript on the Sales Game Changers Podcast website. MICHELLE’S TIP TO EMERGING SALES LEADERS: “There are 5 factors that consistently drive the biggest changes in selling behavior and become most important in helping sellers determine the right sales approach. If you look at these 5 factors, there are different elements within these factors: (1) the customer’s awareness of the problem, (2) the competitive landscape, (3) the specific dynamics of the customer buying team, (4) the buying process itself and (5) solution definition. These were the 5 factors that over time have become the most important in determining buying situations. There are also four patterns of selling behavior: (1) consultative, (2) disruptive, (3) competitive, (4) financial. These four patterns are alive and well and consistently exhibited by high performers. The key is to marry the buying situation factors with these different selling patterns.”