Bob Sanders, CEO of AXIOM Sales Force Development, believes to increase sales in competitive markets, sales managers must invest in their own people. During his remarks at the 2013 Search Starts Here Conference, Bob explains that local marketing companies must not only invest in new products and innovation but also in developing and teaching their sales force to adapt to the evolving landscape.
Markets change and selling environments become more challenging.
Selling Environments are being affected by:
- Influx of New Competitors Disruptive
- Technology Rapidly Changing Market Conditions
- New Solutions Enter the Marketplace
These changes cause buyer confusion. When buyers are confused, sales cycles get extended, and margins erode. In the video below, Bob discusses what we have learned from previous market challenges, and how we can take that knowledge to overcome today’s.