Why insight selling is the new way forward

10/16/2013 | Harvard Business Review

The tactics that sales organizations have used to generate success in the past may be backfiring in the current business climate, write Brent Adamson, Matthew Dixon and Nicholas Toman of CEB. To fix this problem, leaders "must abandon their fixation on process compliance and embrace a flexible approach to selling driven by sales reps' reliance on insight and judgment," they write.

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