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By: Richard Hilton

Richard Hilton is managing director EMEA at Miller Heiman Group.

  • Death of a sales tradition: Tomorrow’s sellers can’t rely on the gift of the gab

    Tomorrow's salespeople can't rely on Del Boy's gift of the gab

    Over the course of the last decade, the art of selling has undergone a radical transformation. A key factor in this has been a shift in the buyer-seller dynamic.  Buyers are changing substantially faster than sellers, with younger generations increasingly self-educating – a CSO Insights study found that 70 per cent of them now fully [...]

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