The Sales Executive Council did a global study in 2008 involving more than 6000 B2B sales reps from nearly 100 companies in many industries. I have been following the Harvard Business Review (HBR) since the time we did research in conjunction with them in the March 2011 issue entitled The Short Life of Online Leads. A very interesting article by Matthew Dixon and Brent Adamson, both of the Sales Executive Council, show recent research that selling is not just about relationships, but rather about teaching customers, tailoring sales messages to the customer, and taking control of the sale.
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