Summary
North American technology salespeople have a grossly inflated idea about how many of their customers perceive their companies to be valued strategic suppliers. The fact is, buyers are more discriminating than ever about what and whom they consider to be strategic. As a result of this yawning gap in perception, most salespeople who sell to executives are not set up for success. For companies committed to creating and growing strategic relationships, this report lays out the criteria for how to select, develop, and equip salespeople to help their companies become strategic in the eyes of their buyers.
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