There has been a revolution in everything in our society except in sales. The sales industry has crawled while other professions have been running: “new” sales books are still talking about the same tips, tricks and techniques that were working in last century and bringing the success to sales people.
Certainly selling has the look of 20 or 30 years ago, features and benefits are still the main topic at every sales training, whether internally done or from an outside trainer, and management is pushing the same old ideas about cold …