For too long now sales has lived in the shadow of corporate and marketing strategies, but these tend to provide limited direction. They are usually too broad and generalised or too narrow, only focused on financial results. That makes them of little tangible value in the pragmatic world doing business. That being said Selling is often seen by management as the unit that gets the business in; a tactical function in the value chain at best.
However, selling is much more complex than just getting in business. Selling is where the ‘rubber hits the road’; where the concept of micro-marketing and micro market segmentation, which best describes sales strategy, focuses your business and your sales efforts in a way that directs salespeople on a sustainable basis and tells you if your … read more by subscribing.
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