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Using Technology to Sell: Tactics to Ratchet Up Results by Jonathan London, Martin Lucas

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What Hasn’t ChangedPeople and the Sales Process

As rapidly as technology is changing, and despite the plethora of articles, social “experts,” and dogma about the role of social media in selling, the basics of selling in a B2B environment haven’t changed much in many areas, especially once the salesperson and the prospect meet. Today, prospects and salespeople may be better informed, but prospects will still have internal decision-making and purchasing processes, and salespeople will have their own approaches and processes (see Figure 2-3) to win as much business as possible.

This chapter covers some of the timeless methods salespeople have used ...

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