Any of these comments sound familiar?
- “Our sales reps just aren’t making enough calls”
- “They don’t prospect enough”
- “Our sales reps aren’t strategic enough”
- “We need solution-sellers and we have transactional sellers”
- “We’re just filling demand, we’re not creating demand”
- “Our reps keep selling features we don’t have. Can’t they just sell what we offer?”
The world of sales is going through a radical transformation based on the impact of digital technology. Read the full entry