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I was hoping to see somiehtng new as I performed my resaerch into emerging sales trends.This is no real advancement on Bernard Rosenbaum, “Seven Emerging Sales Competencies from back in 2001. The only real difference I can see from that longitudinal study is that Forrster suggest bringing marketing in to support the sales efforts and drive the value based selling model, once again not a new trend.It would be great if research companies actually uncovered somiehtng new in their research or just told us that things haven't changed rather than trying to put a different spin on things.

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  • Tom Grant is a senior analyst at Forrester Research. You can e-mail him at tgrant@forrester.com, or reach him via Twitter at TomGrantForr. All opinions expressed here are my own, and not necessarily those of my employer, Forrester Research.

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