Entering new markets with a new sales team is a daunting task. When do you reach out for help? What’s the best sales approach?
What you really need to know about external sourcing.
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.