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The buzz: “By living the day-to-day life of your clients, you can glean insights that are impossible to see from your side of the aisle” (Sona Jepsen www.entrepreneur.com/article/300683). The same people who buy cars, clothes and home services are also making B2B purchasing decisions for their business. The implications for sales people in this Digital Selling era? Ensure you maintain personal communications across digital channels to show your real human face behind your selling message. The experts speak. William Arruda, Reach: “Authenticity is the daily practice of letting go of who we thin
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