I think it's fair to say that our buyers are busier than ever before because we're in a virtual employment situation. In fact, studies are showing that this is the first time in our lifetime that we've had more job openings than people looking for work.
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How many of you have been asked to do less work than you did last year? No one has ever been asked that. Even my clients in shrinking markets are asked to do more sales. This is what's expected from salespeople.
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You no longer have an ideal buyer. You have to throw out the notion that there's a single person inside your organization that makes the buying decisions.
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