Sales Management That Works

INTRODUCTION

NEW SALES REALITIES

Selling is changing, but much current conventional wisdom about the impact on sales of e-commerce, big data, AI, and other megatrends is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on bad assumptions and, in a competitive market, eventually fall victim to those who can understand cause-and-effect links between buying and selling.

Look at how most newspapers reacted for years to digital competitors: try to mimic the online firm, but with a much higher cost structure and while giving away their own content online. This was a literal ...