Selling Power Magazine has long been a core asset in any sales managers educational arsenal and CEO Gerhard Gschwandtner is well known for pulling the best and brightest together in the field of selling. With technology continuing to reshape selling, and for that matter personal relationships, there’s a lot to learn and talk about in this growing field. BNET has a special video section dedicated to sales and marketing and in the video below Gerhard talks to Dan Miller of General Physics about the new way of selling. Pay close attention to the concept of the instant reference check. Dan makes note of the fact that your prospects used to do their due diligence just prior to closing the deal. Now they check you out instantly online. How does your brand and how do you personally come across online? It’s a great question to ask and address.
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