The days of sending your salespeople into the field (or allowing them to wait for prospects to come to them) armed with product brochures, company glossies and boring PowerPoint presentations and expecting them to "dig deep," "discover," engage and close are over! Today's world is too tough and too competitive, you're customers are too time-pressed and overwhelmed with other issues, and your salespeople must deal with unprecedented complexity. Your organization can longer leave it to each...
