Sales Effectiveness in the New Sales Paradigm
New Research on Sales Force Effectiveness From Forrester
Companies across all industries are rethinking their selling systems. Under continued pressure to improve productivity without raising selling expense, sales forces must now respond to disruptive changes in how customers buy. Empowered, digitally-armed and connected buyers are exerting greater control over buyer/seller conversations, and they’re engaging less with salespeople.
Who can blame them? Inadequately empowered salespeople from silo-oriented organizations off(...)
