| Publisher | Siebel Systems | ||
|---|---|---|---|
| Format | 410.2KB PDF, requires Acrobat Rdr 5 | Date added | 01 Apr 2003 |
| Topics | Sales - Marketing, Sales Force Automation | ||
| Downloads | 233 | ||
As a result of multichannel sales strategies, direct salespeople are now competing for business internally - with channels such as the Web and call center - as well as externally. At the same time, the emergence of the Internet has shifted more power to the buyer. In this new environment, the ability to sell value rather than product is essential, and can only be done at the executive level. Understanding the special challenges of selling to senior executives is crucial to success. Executives are people with precious little time on their hands. Salespeople may have less than five minutes to establish credibility, both for themselves and for their company.
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