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 offer less value – and take up more time – than simply surfing the web.
In the new sales paradigm, businesses must transform their selling models into dynamic, communications-intensive systems, empowering individual sellers to define, create and deliver value to customers. Gain insight into how progressive sales organizations are invigorating teams with tools and processes empowering them as 21st-century sales warriors.
Presented by Forrester’s Scott Santucci.