Brent Adamson, managing director at CEB, Matthew Dixon, executive director at CEB, and Nicholas Toman, research director at CEB, report on how reps can’t sell to savvy customers by adhering to strict processes.
This article was first published in the November 2013 issue of Harvard Business Review.
©2013 by the President and Fellows of Harvard College, All Rights Reserved (P)2013 Audible Inc.
This is an excellent snapshot into the future of sales. Would recommend anyone in sales or sales team management to give this a listen.
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