Guest Post by Daniel Burrus (first posted on CERM ® RISK INSIGHTS – reposted here with permission)
So long as there are products and services offered by an organization, there will be the existence of a sales force.
The basic fundamentals of selling are simple: a customer expresses a desire for something and, in turn, someone sells them a product or service to address that desire. Essentially, sales are how an organization converts a “want” into a “need.” While these fundamentals are timeless, they are rooted in a reactive process.[Read more…]