Introduction
Today’s Sales Challenge
Salespeople are becoming disrupted in the same way that taxi drivers have been by Uber and hotel staff by Air BnB. We are all customers in this world of information technology. Many of us know how easy it is to extensively research our needs before we even engage a salesperson. Product- and price-focused salespeople have limited value to offer to a customer who has done extensive online research on products available to meet their needs.
This is a demotivating place to be in as a salesperson. The result is a transient salesforce continually moving from one job to another. Salespeople search for a market where they can continue to sell purely based on relationships, product, and price. This does not result ...
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