How Sales Organizations Must Adapt

“There was no respect for youth when I was young, and now that I am old, there is no respect for age—I missed it coming and going.”

—J.B. Priestly, English novelist, playwright, social commentator, and broadcaster (1894–1984)

A few years ago, we observed a sales call for an IT outsourcing company that was presenting to an online “bridge funding” firm. This firm provides short-term capital to small businesses. The potential customer needed hosting capabilities in several global regions and had plans to open offices in several new countries. The sales meeting included the seller, her sales leader, and three buyers from the financing firm. Given who was sitting at the table, we quickly made several generational ...

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