October 2024
Beginner
368 pages
7h 53m
English
book
The Harvard Business Review Sales Management Handbook
by Prabhakant Sinha, Arun Shastri, Sally E. Lorimer
Content preview from The Harvard Business Review Sales Management Handbook
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13. Unlocking Five Digital-Age Sales Competencies
A sales leader at an asset management firm reflected, “Our inside salespeople are doing a better job than our field salespeople. And they make one-third as much.” In the pharmaceutical industry, where half of doctors will not see salespeople in face-to-face meetings, one sales leader told us, “We need a different breed of salesperson with a higher digital quotient.”
In every industry, what it takes to succeed in sales is changing. The rise of digital has led to more informed and self-sufficient buyers, the proliferation of sales channels, and a growing array of data and tools for improving decisions. Together, these trends are redefining the profile of a successful seller. The focus is shifting ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.