FPDA/ISD 2014 JOINT SUMMIT
Marriott Sawgrass Golf Resort
Customers have changed dramatically in the last few years. Electronic communications and access to information is virtually universal; new technologies, process improvement ideas, even pricing is all readily available through YouTube, social media and Google, just to name a few options. The sales person must approach, investigate and present differently than even a couple of years ago to excite prospects and win the sale.
In addition, the sales process itself has become more complex with more and more participants within the customer organization getting involved; identifying the key decision makers and knowing how to effectively engage them is crucial, as well as meeting the needs of other players in the sale.