Readers of this blog know that I have postulated that the model for high end sales has changed; accelerated away from the traditional models to a trust based model. This also applies to networking; no selling, only building a trusting relationship. A colleague questioned me recently as to why I thought this was the case. Is it really simply the economy that’s driving this change? My response that was “no, it’s more than just the economy, although the economy is certainly accelerating the change.” So what are the drivers?

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