Keeping you and your sales team ‘match fit’ and actively engaged in the market place selling effectively is paramount to your survival and success in today’s market. Yet too many businesses, large and small, do not train their sales teams in the vital skills needed in the much more consultative, value add, less product focused market of today.
I was reminded of this again when I was speaking with a 35+ year veteran in sales and sales management who works in the office equipment and facilities management industry. We were discussing the sales team he has inherited recently and how they cannot seem to get their head around talking about facilities management and business processes. They have their heads well and truly stuck in the box (i.e. their products). In order for them to … read more by subscribing.
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