Posted under Sales
from http://thesalesblog.com 88 days ago

How did you learn what you know? Not facts and figures, not data, but the things your really know and believe. How did you learn what you prefer and why you prefer it?

Did you do deep research? Was it from reading information on the internet? Did you get most of your education through social media?

Right now, you are supposed to believe that your dream clients are completely educated. You are supposed to believe that they are on the internet educating themselves about your industry, perhaps your company, and that they are in possession of the expertise necessary to make you irrelevant. Expertise gained through research made possible by the internet.

Hogwash.

Sure, there are some people in some companies researching their challenges and who might be able to help them, in some industries more than others, as is always the case. But for the most part, there isn ...

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