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 in the boardroom, today it is laden with issues that can cripple a sales pipeline.
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.
If you’re like many companies that weathered the recessionary storm, things are finally looking up, and it appears the business climate is one that can be taken advantage of. However, like some companies, you may have waited too long to capitalize on this upturn, and the train could be leaving the station without you.
With the internet still growing exponentially, retail status quo is likely to continue to change in the coming decade. But it doesn’t mean the end of brick and mortar.
Wouldn’t you want a more scientific means of proving your hypothesis? To get a pulse on the market, or hear what your channel partner is saying? In this series of deeper dives, we’ll take a look at research, and how it can impact your growth.
In a market where your competitors are just using technology and digital channels to recruit new prospects or clients, personal touch can be an extremely important differentiator.
Unless you’ve been living in the remote wilderness, you know that retail is changing. Are you changing with it?
Graduation has come and gone, and everyone’s out enjoying their summer break. But for retailers, the work is just beginning.
Many companies today are outsourcing their sales teams for a variety of reasons.