Miller Heiman CEO Byron Matthews: Stay Tuned for the CRM 4.0 Revolution
Posted on 11th July, by in News. Comments Off
"There's a gap in performance across B2B selling, because buyers are innovating faster than sellers are getting better at selling," said Miller Heiman CEO Byron Matthews. "Sales enablement's function is to try to close that gap. It's not sales operation ... . It's more strategic, in terms of trying to drive sales performance by getting better content and coaching services for salespeople. ... It used to be acceptable that you'd show up and ask good questions to get an understanding of a customer's needs. ... Today, that's not good enough."