Why Sales Success Depends on Alignment With Non-Customer Contact Employees
March 1, 2012
Sales executives today are facing a combination of forces that leave little margin for error. There is fierce competition between companies targeting the same pool of customers. Price compression is intense and margins are under enormous pressure. Finally, we have a rapidly changing market where your sales force must be nimble and react quickly to changing customer demands. For example, you may have a selling opportunity that is elongated and suddenly the market changes. Sales people need to be able to react to this and understand what the buyer now needs, which could be quite different from the original conversation. In the midst of these factors—price pressures, intense competition, and market volatility—you are striving for recurring sales from your established customer base.
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"Why Sales Success Depends on Alignment With Non-Customer Contact Employees." BMA, March 2012.
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