As businesses face into the new reality, the traditional sales function meets its biggest challenge yet.
Traditionally organised around internal business objectives, institutional knowledge of markets and customers and incentive programmes. It’s a sales model predicted on a passive customer.
Today’s New Customer — whether B2B, B2B2C or B2C — is anything but passive. They have less to spend and show unfamilar patterns of demand. They are increasingly digital and want seamless interactions. Their values have also evolved; they prefer brands that put integrity and purpose before profit.
These fundamental shifts mean your business can no longer rely on the old assumptions and ways of doing things. Instead, you need a new approach to sales and customer relationship management.
