A fresh perspective on one way to update your selling approach:
Really interesting article that appeared in the Harvard Business Review last Novemember highlighting the results of a study by a professor of sales strategy at USC. Some of the results may surprise you!
Great article for anyone involved in selling. I think the title is a bit misleading–I don’t think the authors are saying that relationships don’t matter, but instead talk about how they are only part of the picture. Worth reading.