Opinion For those of us born before 1990, technology represents significantly more than computers and digital devices. Things like anti-lock braking systems, satellite communications, microwave ovens, cable television, early robotics, even indoor plumbing all fit in technology discussions. The expectation was that these technologies will work 99.9 percent of the time. The … [Read more...]
Heads up, sales! Change is nigh!
To be successful in the future, sales departments will have to understand that the sales process has taken a back seat to the buying process, writes Carlos Hidalgo. Sellers must understand the perspectives of leads and become subject matter experts, he adds. Finally, sales and marketing departments must understand the importance of working together to generate and define … [Read more...]