OK, I get it. I went to the Sales 2.0 conference in San Francisco last week and there was a lot to like about it.
In my career, I have seen some major back and forth changes in selling, and I have to say that these changes relate more to what is being offered than who we are selling to.
Every salesperson knows (or ought to) that there are times when you make appointments to take orders and there are other times when you work very hard for small results. When you are taking orders, hard work is almost irrelevant, and many neophyte salespeople have made small fortunes selling whatever the market had an insatiable appetite for at the right moment. At other times, you can work like a dog and seem to lose on a technicality. .
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Other things
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