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

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The New LandscapeThe Merger of Sales, Marketing, and Customer Service and How Technology Facilitates the Change

While the sales cycle itself hasn’t changed much over time, the context for selling and who does what and when absolutely has. In the training and consulting that we conduct, we are continually surprised by one simple observation:

Salespeople do not understand or take advantage of their position of power.

This is partly due to the changing face of business and how the role of sales has evolved in the past 15 years. Whereas in the past all salespeople would write, create, and produce the end-documentation (e.g., proposals, e-mails, and ...

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