The irony of B2B selling is that, despite the tonnes of money used in the purchase, in many cases it is not the ‘best company’ or ‘best solution’ that wins the sale but rather the sales person who was...
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It is the consummate seller who is able to resist the urge to volunteer (unnecessary) details of what the product can do, and stick to selling to different segments in an organization. A business to business sale many times...