The rise of Peer-to-peer ABM
Strategic-IC
FEBRUARY 18, 2022
It was very much a Sales-led culture where Sales were the main interlocutor with the client - the guardian of the relationship, the educator - the oracle of all wisdom on the product they were selling. As we all recall, the old Sales model saw Sales acting as the ‘Educator’. It built strong relationships between Sales and the customer.
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