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Many sales leaders seem unaware of the rapidly changing nature of buyer behaviour. Vendor sales departments are so focused on short term revenue results, and how they line up against their competitors, that they are unwittingly failing the first major test of business - understanding customer requirements and evolving market trends. If buyers change how they buy, then sell ...more
Published November 3rd 2015 by Lulu.com
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If you are in Enterprise IT Sales you should read this book. It talks about the changes that have taken place through the changes in the way buyers purchase IT, is discusses the move from On Premises software to the world of cloud / SaaS and it also discusses how major companies are reacting to this. Of course, us sales people need to change the way we work to stay ahead. This book explains how.