The New Landscape

Jonathan London and Martin Lucas

Chapter Chapter 8 in Using Technology to Sell, 2012, pp 263-288 from Springer

Abstract: Abstract While the sales cycle itself hasn’t changed much over time, the context for selling and who does what and when absolutely has. In the training and consulting that we conduct, we are continually surprised by one simple observation: Salespeople do not understand or take advantage of their position of power.

Keywords: Customer Service; Customer Experience; Internal Customer; Touch Point; Sales Unit (search for similar items in EconPapers)
Date: 2012
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DOI: 10.1007/978-1-4302-3934-5_8

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