It's Time to Rally and Train the Sales Force

By Laura Raines

Selling in a down market — specifically this down market — is a lot more complex than it used to be.

“Consumer habits have changed. Business-to-business sales cycles are longer. The size of the deals are bigger. Customers are more demanding. The overall pie has gotten smaller, so the competition is keener. It’s much harder to land a sale than it used to be,” summed up Carlos Quintero, president and founder of Sales Effectiveness, Inc., a sales excellence consulting and performance improvement firm based in Atlanta.