ES Research Group - The trusted authority on sales training companies and sales performance improvement Sales Leadership - Dave Stein's blog
Sales Leadership - Dave Stein's blog
Sales Leadership - Dave Stein's blog

 
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Team Selling I: The Sales Support Staff

 Summary

Many sales organizations team sell using telesales as lead-generators, field sales personnel as the account managers and sales support staff (sales engineers, sales support, etc.) for technical support. Unfortunately, the sales support staff often takes a back-seat to the account manager when it comes to compensation and investment. Maybe it’s time to re-think this strategy.
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