27/02/2015
According to Kellogg school of management, One major sales issue people are faced with is:
How do I change my selling process and sales force organization to accommodate the following changes?
Customers are consolidating.
Customers are getting more sophisticated.
Customers are buying globally.
Transactional and consultative market segments are emerging.
Should I go direct? Should I go indirect?
How can my sales force support my channel partners?
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