Many hold the opinion that there will be a shift from the siloed, individual seller to a team based approach. In a recent interview (Covid-19 is Transforming Sales) I spoke to the future of the sales function. A great level of strategic planning and coordination will be needed to optimizing tar...

Several years ago, our sales approach was very linear. Our reps mainly focused their efforts on account administrators, and as soon as they got a “no,” they would move on to work the next account.

We were hitting walls, and we were leaving a lot of value on the table. To compound the issue, leadershi...