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

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Encouraging Collaborative Communication

Here is where the power of the iPad and similar tablets come into play: As the relationship between the buyer and seller has changed, salespeople have had to adjust the way they approach the newly empowered buyer, and be in touch at precisely the right moment—whenever the buyer is ready. The iPad helps to break down old barriers, even the physical space of the buying situation, to enable better, more effective consultations.

All of these changes are part of a transformation in the ways companies create, manage, and accelerate revenue. The old business revenue paradigm has been broken for years. Forward-thinking companies are realizing this more and more, and are taking bold steps to transform their marketing and sales processes, metrics, and entire revenue-generating engines. Today, these corporations are beginning to look at their revenue demand chains in much the same way they did years ago when they reengineered their supply chains and manufacturing programs using breakthrough strategies such as Six Sigma and Total Quality Management.

The same is true at the individual level. Smart salespeople are starting to use similar strategies as they rethink their approach to the new buying/selling process. Now, at least, they have access to the same information their prospects have, which helps level the playing field.

This is probably also a major reason why more and more salespeople are jumping at the chance to use the less intrusive, highly mobile, ...

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