As customers’ buying behaviors change, so too must distributors’ selling priorities. Mike Marks and Steve Deist of Indian River Consulting Group say that despite the challenges, radically re-organizing sales structure can create higher customer value and switching costs while improving margins.
This article includes:
- How to assess total selling costs, as opposed to just transactional costs
- Tips of overhauling a traditional sales structure
- The value of a market-base model
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- From Sales-Driven to Customer-Driven
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