The sales process we know today is remarkably different from the sales process of a decade ago. Years ago, prospects had an average of four to five choices for any product or service they were looking to purchase. Today, that number has spiked by more than five times. Now, markets are highly populated, with most companies having on average 25 competitors in their space.
The increased competition has changed that way we sell products and services, prospect to drive new business, and manage sales pipeline as executive leaders. In other words, sales is facing new challenges in competitive selling, and the consequences go all the way to the top.