http://www.salesresources.com/ SalesResources.com is a free sales training portal. http://www.salesresources.com/images/saleslogo.gif http://www.salesresources.com brian@salesresources.com en-us http://www.salesresources.com/articles/article.cfm?ID=1629 allnbsp; The easy availability of information on you, your company, and your competitors has shifted the balance of power away from us sales people, and towards prospects.allnbsp; No longer can we count on prospects to accept every claim we make at face value; we need to be able to convincingly support them.allnbsp; This is particularly pertinent if you or your company are an unknown quantity (youre a start-up, youre entering a new market, such as a new vertical, or new geography), or if your company is a known quantity, but has had some bad press lately.allnbsp; The onus falls on us to back up our claims; if we dont, its just too easy for prospects to move on to a competitor with whom they feel more comfortable.

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