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
Authors: Lavanya Manohar, Namit Kapoor
Source: “strategy+business”
Subjects: Customer Related, Marketing / Sales
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