Sales 1.0 PEOPLE
- Sellers control buyer information, and pitch features & benefits.
Sales 2.0 PEOPLE
- Buyers educate themselves, and Sales seeks to understand customer's business goals, and help solve problems.
Sales 1.0 PROCESS
- None or poorly defined, inconsistant with tracking and measurement focused on end-of-quarter (revenue) results.
Sales 2.0 PROCESS
- Flexible and consistant with measurement, testing and refinement of the entire sales cycle.
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