Six years ago, I was brought in to consult at a Fortune 500 software company that hadn’t adequately prepared its sales team for change. It was a resounding success -- from a marketing perspective, that is -- and flooded the sales team with leads. The sales reps, who’d only had conversations with CIOs in the past, floundered when trying to capitalize on the demand. Faced with a new breed of buyer, reps didn’t know what questions to ask and what the value proposition was. These lost opportunities and the resulting lost revenue underscore why sales readiness is so important.

Source: Forbes February 20, 2018 12:00 UTC