David Fisher

With the "on-demand world that we live in, salespeople don't have the control like they did in the past.  They don't have the same ability to push and pull prospects like they did in the past.  The modern salesperson has to recognize this shift in the dynamic between buyer and seller. Now, it's critical that they provide guidance for their prospects and customers as they go through their own buying journey. Success comes when they position themselves as a guide: as a Sales Sherpa™ to lead them through the unknowns and obstacles in the buying journey.  They want to be seen as someone who can help give context and meaning to all of the information out there.

Humans like putting things in categories.  Whether it is movies, music, or restaurants, it's comfortable for us to mentally parse things into different groups....

We've all experienced the online narcissist.  The person who is constantly sharing what they are working on, where they are going, who they are...