May 2018
Article
Top Sales Magazine

The Changing Craft of Selling

Format:Print

Abstract

This article draws on two surveys: one with more than 3,100 sales professionals about trends affecting the role(s) of sales in their companies, and the other with over 7,000 consumer and business buyers about their expectations when dealing with sales people. The findings indicate that more people at the buyer now interact with more people at the seller (within and beyond the formal sales organization) throughout the buying journey. In turn, this has implications for effective selling in areas such as data management, channel management, and cross-functional interactions at the selling organization.