“Digital” Selling:  A New Path for New Business Development

As the industry has shifted dynamically over the last 5 years, a major change has occurred where cold-calling, drop-by’s are no longer acceptable – nor are they effective.  Today, advances in technology have made it easier for customers to find vendors or buy online without engaging sales. What Happened – What Changed? The real answer […]

The Long-Standing Sales Organization

Transforming a Long-Standing Sales Team With the rising complexity of selling in today’s marketplace, many companies retain long-standing sales teams that have been in the role for 10, 15 or even 20+ years.  They do this to retain their knowledge, experience, and expertise, although often as the role of sales has changed – the sales […]

Building the “Right” Sales Organization

In today’s competitive business landscape, employers need more than a sales team with motivation and product knowledge, they need to attract, select and develop the “right” team members who have the right industry experience, skills, maturity and motivation that FITS the sale and customer environment. The Challenge – The Right Candidates Rarely today does a […]