What it takes to be a high-performing sales rep

08/12/2013 | Sales Benchmark Index

Sales representatives need a new set of skills to succeed in the current business environment, writes John Kearney. He explains how one rep struggled until she realized the importance of engaging with prospects through online platforms. "The new 'A' players have branded themselves as authorities online. ... They produce and share content that resonates and is relevant with buyers," Kearney writes.

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