MarketSource Blog

Why You Might Lose Your Top Salesperson

Last week I talked about how important it is to hire the right person for the right job. And then once you’ve got your team in place, use a talent review to evaluate each position periodically and adjust personnel, as needed, in order to keep getting optimal performance from each person. This week, let’s assume […]

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Why Generalists are Killing Your Sales Pipeline

The specialist vs. generalist debate is a decades-old argument with published research dating back to the 1970s. In the past, the prevailing trend leaned toward generalists, the logic being if one has a “jack of all trades” sales team, they can speak to any buyer and not risk losing potential business. Once considered sound logic […]

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What Consumers Look for in a Retailer and the Pre Purchase Dilemma

I recently purchased a new bed, which means I must also venture down the beaten path for new bedding. The Barney blanket I am currently sporting just won’t do long term; and even my four year old is in agreement with this sentiment. Whew, I cannot believe our household has finally outgrown Barney (now, when […]

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What Are You Doing to Improve Your Sales Engagement Process?

For many companies, managing underserved products, markets or sales channels becomes a business challenge preventing them from achieving their financial goals, both short- and long-term. A common but not widely known solution to these challenges comes from dedicated and fully managed sales models provided by Sales Outsourcing companies.  These companies function to simultaneously solve concerns […]

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