Nov 1, 2016 - Varun Beverages IPO gets thumbs down from retail investors

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from TradeBriefs FMCG Daily Newsletter

Sree Vijaykumar

From the Editor's Desk
Today, the information that buyers need to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. Also, information is free now. Sales no longer gets to play gatekeeper. So what does this shift mean for the future of sales? There are three things that stand out: 1) Helping is the new selling. Sales today is all about being helpful and building trust - not about being pushy or trying to close a deal. 2) Businesses need to start treating people like people, not leads. 3) Sales reps will be compensated for customer success. More here

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