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How to Hire Top-Performing Salespeople in an Evolving Sales Environment

The rapidly evolving world of sales is causing significant changes in how companies hire and train their sales force. Because today’s buyers are much more aware of features and benefits, alternative offerings, and reviews from other customers, salespeople must now add value by conveying much deeper knowledge of the needs of the client organization, competitor activity, trends in the customer’s own client base, and how the product/service being o ered will address strategic issues, provide real ROI, and help the client hone their competitive advantage.