Publications
Publications
  • May 2018
  • Article
  • Top Sales Magazine

The Changing Craft of Selling

By: Frank V. Cespedes and Tiffani Bova
  • Format:Print
ShareBar

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.

Keywords

Sales; Change; Trends; Performance Effectiveness

Citation

Cespedes, Frank V., and Tiffani Bova. "The Changing Craft of Selling." Top Sales Magazine (May 2018), 16–19.

More from the Authors