B2B sales is a tough game. Always has been; always will be. With the increased reliance on technology, the growing power of the customer and the three dominant sales trends, selling organizations must play from a new playbook; one designed to win in the world we live in today. While there are many traditional habits and approaches that need to be adjusted (or eliminated), very high on the list is the focus of your field sales team. For longer than I’ve been in sales, there’s been the belief...
