White Paper: Selling to Senior Execs

This White Paper is an analysis of two studies examining how salespeople establish trust and credibility with senior executives.

As a result of multi-channel sales strategies, direct salespeople compete for business internally, with channels such as the Web and call center, as well as externally. At the same time, the Internet shifts more power to the buyer. In this environment, the ability to sell value rather than product is essential, and can arguably only be done at the executive level.

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