RSSChanging The Paradigm: Is A 200% Increase In Sales Possible?
Jul 17, 2006 Sales Related, Top Posts
In the recent issue of Harvard Business Review, the editor Thomas Stewart, in his editorial, commented that in their article, Barry Trailer and Jim Dickie point out that “…customers’ buying processes have evolved in our world of ubiquitous, instant, global communication, but companies’ selling processes have for the most part stayed the same.’
I’m here to tell you that there is indeed a wholly original new sales process. But are you willing to change what you’re doing to get different results? My history of changing the sales paradigm over the past 16 years has told me that it’s highly unlikely that you are, and you’d rather keep the status quo and work around its inefficiencies (i.e. hire more sales people to make up the slack, cut back on training, reconfigure regions to save personnel) rather than change. And I find it perplexing.
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Tags: acceptance, buyer, change, interaction, prospects, sales model, SPIN
