Changes to the sales process and funnel management are well under way. Consumers now rule what once was a sales-rep driven process. In the 2009 article “The Consumer Decision Journey” McKinsey & Company point out that the familiar sales funnel selling has given way to a much more buyer driven process. You can also find… Read more
I was tempted to title this post “how engineers and math majors will rule sales”. Back in the old days, when men were men and ships were made of wood, sales was managed by one number – – quota performance. If you were a sales rep you either made it or didn’t. … Read more
