Nothing is more energizing in sales than having a distinct edge – a superior idea or highly differentiated offering. But, brilliant new “insights” or product advantages have an increasingly shorter shelf life in today’s connected, real-time world.

The average lifespan of a company in the S&P 500 has declined from 67 years in the 1920s to 15 years today.

Gartner Research revealed that 53 percent of customer loyalty is driven by the sales experience – more than by the brand, product, service and price combined. A customer’s interaction with salespeople largely dictates this experience. So, there is one thing your organization still controls – how you sell.

The question is, “What is your sales organization doing to adapt its thinking and approach to a world of transient advantage?”

This white paper explores the imperative to create a unique competitive edge through the sales experience.

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