Customers have more information than ever before. When sellers used to have all the information, they had the advantage. Now customers have more choices, information, and ways to talk back. In this challenging selling environment, how do you succeed?
Here are three key components:
1. Know Your Products
Be the expert on your offering. It's no longer just about the relationships.
2. Know Your Customer
Not only know your buyer, you need to know the buyer's business.
3. Push The Envelope
With your expertise on the products and your customer, map your solution to the customer's business. Push the envelope on what the customer can achieve with your company and your product.
(from: http://blogs.salesforce.com/company/2013/09/seller-beware-world.html?d=70130000000tP4G&app_data=%7B%22pi%22%3A%2244245_1379957163_1074194565%22%2C%22pt%22%3A%22twitter%22%7D)
