Forbes - How Sales Is Totally Different From 10 Years Ago (Prof. Karl Moore's leadership blog)

When I worked for IBM back in the 1980s I went through their sales training.  At the heart of their approach, considered then simply the best in the world, was the structured sales call.  For years I have taught this approach to MBAs and you could hear a pin drop when I went through it, they loved it.  A couple of years ago I taught on an exec course and a sales manager from Alberta piped that they don’t sell like that anymore – and he was right.  Another example of how what I learned when I was young[er]  is no longer relevant for today – something that C-suite executives most constantly keep in mind!