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Welcome to the most disruptive time we've seen in technology for decades. As technology and competition continues to accelerate at break-neck speed, only the agile and those who can quickly adapt will survive, says Alison Freer, Associate Partner at sales performance company durhamlane.

The digital age has fundamentally changed the way customers can learn about and buy products and services. 74% of business buyers told Forrester they conduct more than half of their research online before making an offline purchase. Such well-informed buyers obviously won’t be convinced by a standardised sales pitch anymore. This blog post addresses 8 drastic shifts sales has undergone in the past years and how you should change the mindset of your sales team accordingly.

It is a tough time for businesses and their sales organisations. The sales environment has experienced a significant transformation due to changes in society, economy, business models, technology and more. It is certainly not an easy thing to adapt to this new reality, but only the ones who understand and work intensely on transforming their business structures and processes will survive.

Sales success is far more than having a good product or service and selling it at the right price says Lee Durham, managing partner at Newcastle-based sales performance company durhamlane. It starts with some thoughtful prospecting before tough negotiations for win-win success.