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Commentary: The 20/80 Paradigm for Sales Today
The norm is now people who walk around with two or three devices - phone, tablet, laptop. So why are so many salespeople still selling as though the Internet doesn't exist?
Publisher Tom Gale's perspective looks at why distributors need to think differently about the fact that most people have already does their research before they reach out to a supplier. How can that supplier fill in the information gaps and add value?
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- Filed In: Technology, Subscriber Only, Sales & Marketing
About the Author
Tom Gale
Tom Gale has been an MDM researcher and industry analyst for 30+ years on independent distribution channel trends, consolidation, technology and competitive landscape. He is a frequent speaker and moderator on these topics at company, marketing group and association meetings in North America and Europe.
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