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21st Century Collaborative Selling
By Bob Welch, Principal, Sales Strategies, Inc.

21st century selling is both dynamic and daunting! Sales reps today interact with sophisticated buyers who increasingly want to purchase standardized, multi-sourced products for low prices. They also demand excellent post-sale support from responsive, stable vendors. If your company can't make the cut, your competitor is waiting in the lobby!

21st century selling is both dynamic and daunting!

Sales reps today interact with sophisticated buyers who increasingly want to purchase standardized, multi-sourced products for low prices. They also demand excellent post-sale support from responsive, stable vendors. If your company can't make the cut, your competitor is waiting in the lobby!

How do we succeed in this buyer-dominated market? One strategy is to elevate the competence of our customer-facing organizations, especially sales reps, by making better use of communications technology. With these tools, we can improve our collective competence through use of the 3C's: Communication, Coaching, and Collaboration.

Truly outstanding sales reps, regardless of the products they sell, are perceived by their customers as more adept at providing great service and great value to their customers than their less-skilled competitors. When it comes to selling value, they `walk the talk'. Their competitors often behave as if their product is a commodity; they compete primarily on price and establishing a


Bob Welch is a successful consultant and keynote speaker who excels in sales organization restructuring, sales and marketing planning, major account management, and streamlining distribution channels. He was formerly a great peddler in NYC, opened international subsidiaries and overseas markets, and moved up to VP sales and marketing positions at several public companies. He has an MBA in Finance from New York University and a BS in Engineering from the University of Massachusetts. Bob is a principal with Sales Strategies, Inc. and may be reached at bob.welch@ssinh.com

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