Namit Kapoor, Lavanya Manohar
Sales leaders need to consider two critical but often overlooked factors when assessing their current and future customers: need and behavior. When combined with value, these indicators will reveal the customers whose strategic direction and operating model come together in a way that could make them huge sources of revenue. Sales teams should then tailor their deployment strategies toward these customers.
Content: Quotation | Authors: Lavanya Manohar, Namit Kapoor | Source: strategy+business | Subjects: Customer Related, Marketing / Sales