By Matt Skinner · 11 June 2009 · Locked
As sales teams shrink, the age-old debate rages on: do brains or brawn reign supreme in driving revenue? Dive into the surprising answer that will change the way you approach business development.
In a market where sales teams are shrinking yet prospecting is as crucial to the bottom line as ever, who are our most valued sales people? Are they the brawn, the doers of the group who get out there and chase chase chase? Or are they the brains, those who spend more time researching and developing before approaching?