September 2016 – Leveraging Support During the Sales Process
Traditionally, and in popular culture, sales professionals have had a reputation for working on their own. But the go-it-alone approach does not—and definitely should not—apply so much anymore. Many sales reps these days, particularly if they’re working B2B territory, typically are backed up by a support team. The practice of teaming up can have a huge impact on making a convoluted and complex sale not only possible, but smooth. Support teams can include everyone from technical experts on up to senior leadership staff.
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