Revenue Disruption: Game-Changing Sales and Marketing Strategies to Accelerate Growth

Big Change Is Already Here

Make no mistake about it: Real change is going to come. It’s already here in the relationship between buyers and sellers, making corresponding changes in marketing and sales inevitable for any businesses that hope to compete effectively. Things simply work differently in this fast changing, technology-driven, global economy. Even in a tradition-bound profession like sales, larger forces eventually conspire to bring change forward, even if it arrives kicking and screaming. Just as the lone High Noon hero of yesteryear gave way to professional lawmen, the end-of-the-line sales hacks of Glengarry Glen Ross are being replaced by sophisticated, team-focused, socially savvy sales professionals using hot new technologies.

One of the most intriguing of those new technologies is the Apple iPad. A short few years ago, when it was first launched, people asked: “Would anyone care? Would anyone even buy it?” Well, we now know the answers to those questions, and the iPad has become a runaway best seller.

But what is most surprising about the explosive popularity of Apple’s iPad is how enthusiastically corporations, and especially sales departments, have embraced it. Upon launching the iPad 2 in the spring of 2011, Apple reported that 80 percent of Fortune 100 companies had already either tested or deployed the first version of the device, and that corporate adoption has continued to accelerate. It is now increasingly clear that Apple’s pioneering tablet has emerged ...