“The most aggravating thing about the younger generation is that I no longer belong to it.”
—Albert Einstein, German-born theoretical physicist (1879–1955)
For those of you who are in sales and responsible for hitting a number, explicit or otherwise, this chapter is for you. Your job is not always easy. Changing seller and buyer dynamics force you to adapt as competition increases, availability to information becomes more overwhelming and the power seems to continue to shift from seller to buyer. Across industries and selling models, one thing that remains consistent for organizations is that it is difficult to find talented sellers, and developing and engaging them is even harder.
We would like you to meet our friend Brian, ...