Business Services Industry
A seat at the table.(salespeople and customer relations)
American Salesman, May, 2009 by Miller, Marc
Let's be frank--selling has an ugly connotation, even consultative selling. New research indicates that senior executives do not see salespeople as consultative at all--at least not consultants who can drive or grow their businesses. Instead, they see a group with blinders on--myopically focused on making the short-term sale that adds little value to the mission of their customer's enterprise.
This voice-of-customer research delivers both good and bad news for salespeople. The bad news is that business executives and corporate customers feel that far too many salespeople are tactical product-pushers disengaged from the real meaning and purpose of their organizations. These salespeople may have a genuine desire to help, but the help is in the wrong areas. This...
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