Companies that compete in business-to-business markets have traditionally relied on generalist sales reps to unearth and close opportunities. Yet as companies expand their range of products or solutions, no generalist can credibly sell every offering. So these companies have to train and hire for specific product, technology or industry expertise. Adding more industry and domain specialists, however, can add complexity that undermines the ability to sell efficiently. Specialists often get sucked into lead generation or deployed to low-quality leads !
Fouad Bendris’s insight:
Complicated product lines require more expertise …
The trick is to get the right specialists in front of the right customer at the right time ;()
Source:: Strategy & Governance