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Can You Imagine?

Paul Kavanagh

The role of the sales professional is changing. Customers in almost every industry sector are demanding more value from their suppliers. Suppliers are also striving to move out of a product/price or even problem/solution based orientation. They want higher, deeper, stronger and more profitable relationships and strive to become “strategic, long-term and valuable partners” with their key customers.
 
The question “How do we achieve this desired state?” is a major topic of discussion within sales organizations today. In this era of globalization – consolidation of companies and fierce competition – it is no longer sufficient for sales organizations to supply product or solve their customers’ problems. The real value that is being sought is much more on a macro-business level and how the products and services being offered can help customers grow and achieve their goals and vision.
 
This requirement necessitates a different set of selling skills that, in the past, have not been at the forefront of behavioural development of the sales professional. So, what can a sales organization do to ensure they achieve sustainable behavioural change?
 

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