trendwatch

[http://saleschallenger.exbdblogs.com/2011/02/07/are-your-salespeople-spending-too-much-time-in-front-of-customers/] An American study of over 5,000 salespeople suggests that in just a few short quarters of the last decade, face-to-face selling time fell off a cliff. A 26% drop apparently. If these end-of-’09 stats were a week’s worth of

Buried in a recent HBR piece (see the 4th page of this scribd [http://www.scribd.com/doc/49478794/The-New-Path-To-the-C-Suite-HBR] view) is this suggestion that there’s a new seat in the C-suite; for the chief commercial officer, or CCO. The shift to which they initially refer is the blurring

I spoke to an old compadre of mine that I’ve not seen for a few years the other night. I was delighted to hear his selling enthusiasm remain sky high, as he raced home to do a WebEx call with a prospect in a timezone 9 hours behind.  WebEx