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In any sales conversation, there are two conversations happening: one between the seller and the buyer, and one between the buyer’s ears. Truth is, most salespeople are focusing on the wrong conversation.
In this episode, Jeff Lipsius, Creator of The Selling to the Point Strategy, explains how his selling approach is the paradigm shift needed in the information age.
You can find this interview, and many more, by subscribing to the B2B Growth Show on iTunes. If you don’t use iTunes, you can listen to every episode by clicking here.