Abstract
While the sales cycle itself hasn’t changed much over time, the context for selling and who does what and when absolutely has. In the training and consulting that we conduct, we are continually surprised by one simple observation:
Salespeople do not understand or take advantage of their position of power.
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© 2012 Jonathan London and Martin Lucas
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London, J., Lucas, M. (2012). The New Landscape. In: Using Technology to Sell. Apress, Berkeley, CA. https://doi.org/10.1007/978-1-4302-3934-5_8
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DOI: https://doi.org/10.1007/978-1-4302-3934-5_8
Publisher Name: Apress, Berkeley, CA
Print ISBN: 978-1-4302-3933-8
Online ISBN: 978-1-4302-3934-5
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