At the center of each 20th century corporate sale was often the constant feeling that the buyer had to take immediate action. Their platform was burning and the buyer needed to make a decision. The provider would work hard to shove as much biased information down their throats as possible in a short period of time to secure budgets and get the Big Bang deal. The Eureka moment had been hit and a sales hero had been born. A selling practice was to always being in the buyer’s face with more information supporting that provider’s offering. Most 21st century buyers are savvy to this flawed series of events. Today’s buyers use a more patient and informed process.
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