Key Points

  • The always-be-closing” tactics of old-school salespeople don’t work well with today’s well-informed buyers.
  • The acceptance of iPads by businesses for use by their field sales reps has significance beyond either data entry or the display of company presentations. They have become ideal collaborative tools that help salespeople to share information with their prospects.
  • Marketing professionals are responsible for making as much useful information as possible available online, available to their sales colleagues and to prospective customers.

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