Many large companies in business-to-business (B2B) markets struggle to contain the cost and complexity of their sales teams. As customers increasingly demand deeper expertise, and B2B companies add more offerings and pursue new markets, these companies have been augmenting sales teams with industry and domain specialists.

Their intent is good: Customer-centric companies strive to sell the best products to the right customers in the right way.

Yet adding specialists also can add creeping complexity that undermines the ability to sell efficiently and effectively. Worse, it stifles the very growth the expanded offering set was intended to provide.

Full Article » Closing The Deal: The Value Of A Sales Specialist