Posted under Sales
from http://thesalesblog.com 29 days ago

For reasons no one can explain, in terms that make sense anyway, senior sales people are no longer required to prospect. Instead, the role of prospecting has been handed off to SDRs or BDRs or some other title that covers the role of prospecting, which is in practice is more qualification than opportunity creation. This is hurting sales organizations, hurting their clients, and hurting the senior reps who would all benefit from their own prospecting.

No one is better prepared to create value for the prospective client than a senior salesperson. They have the most experience, the greatest business acumen, and the most finely tuned ability to help clients succeed in making change. Those clients are deprived of this experience and instead, their first experience is less than it should be, even when sales people who prospect do their very best to create value. Who has helped the most clients ...

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