We are experiencing a seismic shift of the sales process as it moves from a single salesperson calling on prospects to to a team-based approach. A recent article at Selling Power lays out the roles the varies team members should play. The article comes from The Fisherman’s Guide to Selling: Reel in the Sale €“ Hook, Line and Sinker, authored by Joe DiMisa. Here are the 6 basic roles as defined by him: The Leader: This ONE person pilots the meeting or discussions. Color commentator: This person will add “color” or important facts or statistics relevant to key issues. Note taker: This person records comments, decisions, agreements, needs, and action… Read More
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