CHAPTER 2
The Sales Radar: How the Continuous Sweep of Customer Engagement Destroys Tunnel Vision
Boom and bust cycles are not intentional. No sales organization, sales team, or sales leader sets out at the beginning of the year to generate a euphoric spike in sales to then watch as sales figures tumble off the cliff with no prospects in the pipeline to save the year. And yet, year after year, the same frustrating cycle repeats itself. Why?
After a decade of studying and consulting with sales teams and companies around the world, I discovered the virus causing the disease: the almost invisible culture of tunnel vision. I call it invisible because most companies never realize that they are suffering from tunnel vision. And I call it a culture ...
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