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What makes this different is that, like the other breakthroughs, once sales leaders understand it, they say, "Of course!
IN THE UNFORGETTABLE early months of 2009, as the bottom fell out of the global economy, business-to-business sales leaders around the world faced an epic problem and an even deeper mystery.
When we show them to sales leaders, we hear the same thing again and again.
This one insight has shattered the way many sales leaders think about the kind of reps they need to survive and thrive in a tough economy.
IN EARLY 2009, the team at the Sales Executive Council set out to answer the most pressing question on the minds of sales leaders at the time: How can we sell our way through the worst economy in decades?
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