In this paper, Dr Philip Squire , CEO Consalia, Professor David Hennessey and Michael Hurley, Director, Hewlett Packard, look at how the values of sales people directly impact the ability to create value in the sales process, particularly with complex and global contracts. It looks at research with customers and their expectations, and proposes a paradigm shift in what companies look for in recruiting sales people to meet those requirements. The article also examines how a change in approach led to success in closing over $5bn of deals and doubling the conversion rate in winning new business.
Values – the DNA of Value Creation
11 December 2011