Your buyer is in control today more than ever before, and are doing their research online, forming opinions and short lists long before they contact you or your sales person.
They have their guard up and don't want to be tricked, conned, manipulated, or sold. Traditional sales tactics don't work in an age where trust and transparency are your most valued assets.
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"VERY actionable ebook. I was compelled to review my "stuff"(profile, website, blog, twitter, etc.) and make sure I was doing all that you suggested. The Chapter 3 Finding People = makes sense out of a confusing topic. Finally, how to NOT be a jerk on Linkedin." ~ Don Battis