I just read a great article from Salesforce.com’s Quotable blog about how to stop selling like you’re in the 1970s. Pretty funny stuff, but it’s kind of true which is a problem. I suggest reading it because sales reps need to modify their selling processes to support the needs of their buyers.
The biggest point for me is when Colleen says the following:
“Today’s marketing programs provide sales departments with an overflowing bounty of insights. And yet far too many sellers squander this power.”