CHAPTER 3
TOOL POWER 2.0
Sales 2.0 at Work
Frank walks out of a long, grueling meeting with his new Global Sales VP, who has decided to clean house. He has asked Frank for sales forecasts, territory summaries, and stack rankings of his inside team of 29 reps. His VP is not convinced that Frank’s team can take the company to the next level. He believes that they’re stuck in the Sales 1.0 world, AKA Sales BC (before computers), and thinks they will never survive. “I gave you a stack of our best leads and asked your team to close them,” he reminds Frank. “They didn’t. I think it’s time for you to clean house and get some people in there who can do the job. That’s your job, not mine.”
Frank is frazzled, scared, and anxious about what the future ...
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