Sales is changing -- are you?

01/5/2012 | Dealmaker365

Research indicates that consumers are making their way deeply into the buying cycle before contacting sales representatives, so sales organizations have to modify their techniques to maintain success, writes Bruce Wedderburn of Huthwaite. Top business-to-business salespeople "are asking questions that provoke and encourage deeper thinking about unrecognized problems and unanticipated opportunities for business growth," he writes.

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