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Changes in the sales dynamic, particularly the B2B environment, also accelerated the adoption of virtual events. Customers are educating themselves before contacting company salespeople. That means offering access to information about products and services online is essential in this environment.
In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). Objection: A prospect’s challenge leading to opposing a product or service, i.e. budget, time constraints.
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