In today's IT marketplace, it's estimated that as much as 67 percent of the buyer’s journey happens digitally. That means vendors and sellers are involved in less than half of the decision-making process. That also means the old way of selling is out the window; these days, social media must play a much larger role in driving demand for your expertise. In sales, we’re still networking, connecting and prospecting. It’s just different. Social media is the new ...

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