<description>&lt;p&gt;The profile of a Trusted Advisor is different than what it was in the past for sales executives or account managers. It is a step up. Their skill set is more than selling.&lt;/p&gt;
</description>

The profile of a Trusted Advisor is different than what it was in the past for sales executives or account managers. It is a step up. Their skill set is more than selling.

The Trusted Advisor's skillset is more than selling

<description>&lt;p&gt;A different view on who is talking more during a customer conversation. The customer or the salesperson?&lt;/p&gt;
</description>

A different view on who is talking more during a customer conversation. The customer or the salesperson?

Trusted advisors Talk More

<description>&lt;p&gt;Listen to surprising strategies for Stallen Opportunities based on research by Matt Dixon (The Challenger Sales author). His findings and recommendations are very aligned with the new way of selling. A podcast not to miss out on.&lt;/p&gt;
</description>

Listen to surprising strategies for Stallen Opportunities based on research by Matt Dixon (The Challenger Sales author). His findings and recommendations are very aligned with the new way of selling. A podcast not to miss out on.

Surprising Strategies for Stalled Opportunities

<description>&lt;p&gt;Keep prospects as long as possible on the right-hand side of the Buying clock. Then you are on their planet and increase the change to influence their buying process.&lt;/p&gt;
</description>

Keep prospects as long as possible on the right-hand side of the Buying clock. Then you are on their planet and increase the change to influence their buying process.

Salespeople are from Saturn; Prospects are from Pluto

<description>&lt;p&gt;Whichever data or statistics you look at, it’s pretty clear that B2B buyers’ use of the web to make purchasing decisions is increasing exponentially. By the time you meet a prospect, they are halfway through their buying process, know exactly what they want, and ask you to put a price on their identified solution. Do buyers need a salesperson at all?&lt;/p&gt;
</description>

Whichever data or statistics you look at, it’s pretty clear that B2B buyers’ use of the web to make purchasing decisions is increasing exponentially. By the time you meet a prospect, they are halfway through their buying process, know exactly what they want, and ask you to put a price on their identified solution. Do buyers need a salesperson at all?

Do Buyers Need a Salesperson at All?

Two Salespersons doing the same job. Which one will survive?

TheSalesAdvice: Selling Will Never Be The Same Again

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