What’s the state of the selling profession today? In brief, it fluctuates significantly based on economic circumstances and a company’s position in a category lifecycle. At the start of a category lifecycle, when vendors really need people who can educate and explain what a disruptive innovation actually does, salespeople are in demand and life is very good indeed. In a down economy, most selling suffers; in a recovery selling can be fun. Of course, life is even more difficult when the economy is down and the last disruption has run its course.
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