You probably know already that I often speak and write about the evolution of the modern-day buyer. However, simply adapting to some new and advanced techniques is not enough. Today’s sales professional has to evolve along with the modern-day buyer in every aspect. So, let’s take a moment and identify some of the qualities needed for today’s modern-day sales professional. Today’s Sales…
More objections, more price bashing, the economy excuse, stalling tactics, gatekeepers from hell and elusive decision makers – just what is going on in the world of selling? Well, to me, it’s obvious – today’s buyers have changed; they are more advanced, sales savvy and more sophisticated than ever before and they’ll take the shirt off your back if you’ll…