The world of selling went through a profound structural change in the 1980s. For the 200 years prior, we ran businesses in the industrial economy. But things changed in the last 20 years of the 20th century. We went from learning how to manage people’s hands, to learning how to manage people’s minds. The problem is that the MBA programs and on the job training for managers were still rooted in an industrial economy method of learning, so we were trying to use 20th-century procedures to solve 21st-century problems. Obviously this is not a recipe for successful selling, and things are moving quickly, so the sooner we can adapt to a knowledge economy way of selling, the better. David Grebow, podcast interviewed by John Golden, explores how to sell in a knowledge economy using the S.A.F.E method.
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