The skills it takes to work with a buyer today are not the same skills it took 10 years ago. Selling has not changed – the way buyers buy has changed. Buyers use the Internet to research and comparison shop before they engage with a salesperson. This informed buyer is treating your product like a commodity. Based on the latest research, Matt Dixon has uncovered the skill sets needed today that enable a salesperson to effectively influence this new buying style. Matt shares his findings and the impact on businesses with BizTalk Host
Jim Lobaito as they discuss the new type of salesperson – The Challenger Salesperson.