Summary of The Future of the Sales Profession by Graham Hawkins: How to Survive the Big Cull and Become One of Your Industry’s Most Sought-After B2B Sales Professionals

To get ahead, B2B salespeople must become industry and subject-area specialists who serve as trusted consultants and provide worthwhile advice. The industry-wide shift from features-and-benefits reciters to deep-knowledge industry experts is an ongoing change with powerful impact in the sales world. Australian B2B sales guru Graham Hawkins clearly details today’s sales evolution and explains what B2B salespeople must do to compete and succeed.

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