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A Short Introduction


Not long ago, sales quotas depended on cold calls and conference-room presentations by bag-carrying salespeople. Sales reps were judged on their pitches: on their recall of solutions, products, services, and related features and benefits. Good presentation skills were often enough to close deals.


Whatever your title, you likely face the same questions as PeopleMetrics at the onset of this study:


• How are B2B buyer behaviors, attitudes, and expectations changing?


• What behaviors do sales representatives need to exhibit to add value for modern B2B buyers?


• What drives the buyer’s decision to consider a firm and ultimately choose them?


• What do the most successful sales professionals do?


PeopleMetrics is pleased to report the answers to these questions (and more). They’ve been translated into seven key lessons for this Selling Power Special Edition.


VIDEO: WHY READ THIS STUDY? A VIDEO FOR HESITANT READERS (01:18)


SELLING POWER SPECIAL EDITION 2015 | 5 © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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