The landscape of sales training has shifted wildly from the days of Zig Zigler. Companies that were once champions of the sales funnel have suffered from advances in the information age. Internet forums and online reviews almost entirely remove the need for salespeople to relay the benefits and features of a product or service to potential customers. In many ways, prospects already know what they’re looking for in a specific product or service, yet they may be completely unaware of how a company combines their offerings within a suite of solutions.

This long-form version of Sage Advice features experts from LinkedIn, Xerox, and Launching Your Success. Listen to engaging discussion on how technology is influencing our sales world – both for better and for worse. Finally, pick up useful strategies to incentivize salespeople to undergo training that may cut into their immediate profits, but that should yield dividends over time.

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