The Future of the Sales Profession
How to Survive the Big Cull and Become One of Your Industry's Most Sought-After B2B Sales Professionals
by:
Graham Hawkins
Summary:
The book provides insights into the evolving landscape of B2B sales, highlighting the challenges sales professionals face due to technological advancements and changing buyer behaviors. It offers strategies for adapting to these changes, becoming a trusted advisor, and ensuring long-term success in the sales industry.
Key points:
1. Value-Based Selling: Hawkins urges a shift from product focus to demonstrating how solutions add value and solve customer problems.
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