Sales is the most context-dependent part of the value chain . . . .
- Selling SaaS vs Enterprise S/W vs Services vs. Durables, etc.
- Selling in USA vs Japan vs China vs Middle East, etc.
• Yet a topic where pundits make huge generalizations . . . .
- Usually unsupported by empirical data
• Impact of digital/online technologies on buying/selling is real . . . .
- But the managerial implications are often misunderstood
- And this can hurt your company . . . and your career