Feature Articles about CRM, Sales Compensation, Channel Management, Sales & Marketing Software, and Implementation Planning by industry leaders.



Breadth of a salesman Salesforces will need to create value, not just communicate it. But even in the same industry, different customers see value very differently.		Why Bad Things Happen to Good New Products Expectations in a sales force are usually high for new products, but all to often a salesperson is too concentrated on "bells and whistles" instead of how the new product solves a customer's problems.