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Brief: How Sales Professionals are Overcoming the Status Quo

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SUMMARY: Today, the sales professional’s toughest competition is the status quo. Complex business challenges and an increasing number of stakeholders often lead to a “reversion to the mean” in which no change occurs. In our brief, Overcoming the Status Quo, we offer specific takeaways to navigate this challenge. We look at: How team selling helps build consensus incrementally; How to incite customers to move forward by underscoring the risk of standing still; Ways to lower the customer’s “activation energy” and make it easier to buy; Why focusing on the customer’s competitive advantage drives engagement.