The sales world is coming face to face with a cold hard truth.

In this episode of The Marketing Book Podcast with Douglas Burdett, Jeb Blount explains that the sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. As a result, the sales world is coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success.

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