Thought Leadership as Sales Strategy

Building a Sales Force That Customers Find Credible

Sales organizations competing in increasingly commoditized markets seek ways to elevate the sales conversation, sell higher in the organization, and participate earlier in the buying cycle. In short, they seek entirely new ways of engaging prospects.

Similarly, buyers are looking for new ways to interact with partners. More than 230 decision makers around the world were asked what criteria they use when choosing an outside supplier; their answers offered several surprises.(...)

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