What are the top business-to-business sales trends for 2013? Here's my list based upon my experience of studying some of the world's best sales organizations this past year.
1. Sales Force Behavior "Modeling"
Models are verbal descriptions and visual representations of how systems work and processes flow. Models enable repeatable and predictable experiences. More organizations will study their top salespeople in 2013 to understand how they formulate their winning account strategies based upon customer politics, evaluator psychology, and the human nature of executive decision makers that are unique to winning every account.
To read the original article: Top 10 Sales Trends for 2013 - Steve W. Martin - Harvard Business Review
