Sales Problems: Can I Think about This Tomorrow, Please?

Since the days of Julius Caesar, it has been convenient to think about complex problems (or in our case sales problems) by dividing them into three parts. But is there any real advantage to classifying sales efforts under the headings of transactional, consultative and enterprise? Don’t most sales organisations survive well enough by dividing customers by size? What is the benefit of segmenting them according to the way they perceive value?

In our view, the answer is simply this: any sales force that wants to survive has no alternative, for unless its approach to creating value closely reflects its customers’ needs and value perceptions, its efforts are bound to fail.

What sales problems do you face?