The way business is conducted today is vastly different from how it was even twenty years ago. With the rapid changes in technology, some companies are setting sales targets for the following year based on products that are still being developed. In some ways the life of a salesperson is easier in that communication methods have improved greatly – you can contact clients from anywhere on the road and often can reach them directly on their cell-phones. On the other hand, it has never been harder to reach people who are inundated in calls and emails and have set up powerful gate-keepers as a result. Getting an appointment to meet with a decision-maker can take many months and can be canceled many times. Of course, researching a company and understanding a consumer’s needs is vastly facilitated by the wealth of information available on the internet, but your competitors have all this at their fingertips as well. How can you ensure that your salespeople stand out and make an impact?

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