Top 5 Sales Rep Behaviors to Change in 2013 – with HR’s Help
SBI Growth
SEPTEMBER 23, 2012
Centricity (as in Customer-centricity): “We have the best product, so everyone needs to know about its features.” says the Sales rep). Product- or seller-centricity does not match today’s buyer. They already know about your product and feature set and are almost 60% down the buying path (per the Sales Executive Council).
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