CHAPTER 6
Are We Expendable in Selling Today and what value you bring to the company?
What of the Future?
This chapter discusses the evolution of professional salespeople and the value they bring to selling in the modern age.
Sales in general has changed over the last few years. Salespeople can’t afford to be pushy, deceiving, lying, or any of those other nasty words. Buyers hold the power now. I am not drawing a line between professional salespeople and door–to-door salespeople, but today’s professional has evolved away from this older style into a more sophisticated salesperson.
According to research from Forrester, one of the most influential research and advisory firms in the world, “over 1 million salespeople in America will be obsolete ...
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