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Selling value in a buyer-empowered world

from Sales & Marketing Management

While companies complain that 80 to 90 percent of their salespeople can’t sell value, they are spraying their sales force with product presentations and praying that their salespeople will be able to figure out why customers should buy their product. But instead of complaining, companies should feel blessed that they can increase sales by capturing and sharing this valuable tribal knowledge with the rest of their sales force. more


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