Author: Glen Gow
Because buyers are self-educating early in the sales process, the traditional relationship between buyer and sales rep has been turned completely on its head. Today’s buyer knows what products and services are out there, and what people are using to solve their problems. With all of this information at his or her fingertips, buyers have done their research and made their decisions long before a sales rep even enters the picture.
Because of this role reversal, today’s sales reps need to be extremely well-prepared when they finally talk to the buyer.…
