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Success in Selling: Developing a World-Class Sales Ecosystem by Reza Sisakhti

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KEY TRENDS SHAPING THE SALES PROFESSION

Sales professionals strive to establish and nurture relationships with prospects and customers and to earn their trust in order to share insights and persuade them to take action and make a purchase decision. The world in which sales professionals operate, however, is constantly changing. Underlying drivers such as market dynamics and changing customer demands, demographic shifts, globalization, and disruptive technologies are fomenting a perfect storm of trends that are changing the context of how sellers and buyers interact with one another, how they share information, and how they make decisions.

Four Categories of Trends

A comprehensive study of trends and emerging sales practices led to the identification ...

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