Rethinking the Sales Force

"Electronic commerce, with the ballooning and bewildering variety of Internet purchasing options, is fast developing a capacity to change not only selling but many other aspects of our lives."

"The strategic value customer looks for a soup-to-nuts meal?many more things than are contained in the product or service pie. "

"Space expansion and the explosion of different retail formats have greatly aided consumers in their search for value, increasing their alternatives and providing easy access to them."

"The more you limit a supplier's understanding of your situation, the less likely it is that the supplier will be able to really meet your needs."

"Selling organizations sometimes add value by developing innovative payment options for customers that do a better job of meeting their financing needs."

"In consultative sales, buyers don't enter the buying process knowing enough to make a sound buying decision."

"A good personal relationship may open the door, but, once inside that door, it's the value-creating business relationship that makes the sale."

"When prerequisites aren't met or when they are handled in the wrong way, the dream customer becomes the seller's worst nightmare."

"Consumers are much more aware of the choices they have, and they are increasingly likely to get their information from impartial sources."

"In some areas of financial services, it's not uncommon for the top rock-star salespeople to command a million dollars a year for their ability to bring in business."

"An enterprise customer can virtually control their partner's research and development effort and can lead them away from other profitable market opportunities."

"Ask yourself whether your process makes life easier or better for the customer."

"Winning players are accepting of channel conflict as a normal part of business life and are looking for ways to manage conflicting channel demands."

"Facts drive warranted actions."