Sales and Marketing Strategies for Era 3: How to leverage value to win—and keep—profitable customers (f00108)
By Jeff Thull, Prime Resource Group -- Industrial Distribution, 6/17/2008 10:27:00 AM
Is your salesforce stuck in the wrong era? It sounds like a strange question, but if they find themselves forced to compete on price to sell value-added products or services—or even if they’re trying to sell solutions to problems that customers know they have—the answer is probably yes. Business and the sales profession at large have evolved tremendously in the past 50 years. The problem is, the many sales organizations haven’t kept pace with the evolution.
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