For every new level you reach, there will be fewer competitors, the buyer is less price-sensitive, and you will shorten the sales cycle. (Image: Elnur Amikishiyev/Adobe Stock)
One of the greatest challenges for salespeople today is to remain relevant and bring value to the sales conversation.
Kevin Trokey is founding partner and coach at St. Louis-based Q4intelligence. There was an article in Harvard Business Review several years ago that spoke to this very topic. While there are any number of reasons the sales job has become more difficult, this particular article was focused on one specifically: the access buyers now have to information.
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