Richard Ruff of the Sales Training Connection, citing conclusions from a new book, No Ordinary Disruption, makes the case that changes in consumer demographics and buying habits require a radical change in sales strategy. "For salespeople a good first step for dealing with a future characterized by constant and significant change is to redouble your efforts to understand how your customers are changing to deal with their futures. If customers change how they buy, you need to change how you sell."
Ruff's six-point prescription for adapting to change is at Sales Training Connection
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