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Mar 20, 2018 | BRM
Complex B2B sales are now tougher than ever and the decline in sales team performances has been evidence to this fact. The reasons include: Longer sales cycles Prospect expect to receive real business value not just product or service differentiation Larger buyer team… 
Mar 16, 2018 | Selling
Since I began selling, way back when, the challenges that the B2B field sales professional face are different and more complex, the power and expectation is now far more biased towards to the buyer. There was time when prospective buyers would seek out sellers as the…