I have been thinking about this question since I first read Robb’s blog. It keeps hanging there in the back of my mind, waiting… irritating me.
At Data Age, we always talk about being confident, learning, growing and mastering our trade. Confidence and expertise should allow a sales executive to gain customers' trust a lot faster. When you earn the right to have a customer accept you as a trusted advisor, they will consult with you as they navigate through the buying cycle.