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The Winner's Path

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The Potential and Pitfalls of Technology in Sales

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The Potential and Pitfalls of Technology in SalesTechnology and Software

by Keith Rosen on December 4, 2007 with 0 comment

With all the technology that is changing how salespeople sell and manage themselves, I was surprised by the comments made by people I’ve spoken to about the topic. A few observations I heard that certainly stirred up quite a reaction in me: Cold calling is dead. Technology is going to replace the salesperson. Companies are …

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When Selling, Listen for the Gap

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When Selling, Listen for the GapHow To Close The Sale, How To Sell and Sales Tips

by Keith Rosen on December 20, 2006 with 0 comment

Everyone knows that listening is important—especially in sales. But what do you listen for? You listen for the gap. Only after identifying the gap will you know how to help your customers get to where they want to be, even if they can’t see it on their own. Excerpt from The Complete Idiot’s Guide to …

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