In his most recent book, “To Sell is Human,” author Dan Pink articulates that in our current world, the balance of power in information is no longer in favor of the seller. The buyer now has equal access to information, which means when it comes to transactions between buyer and seller, salespeople can no longer take advantage of ‘information asymmetry’ to make a sale. As Pink argues, salespeople now need to influence, move, educate and add value.
Buyer Beware: Simplifying HR Technology Sales
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