5. Reinvent Your Sales Organization
Dudley said solution providers must transform their sales departments from a group of solitary gunslingers to a team of interdependent Navy SEALs, willing to organize in advance, use whatever weapon is required and change tactics on a dime.
"You don't need a world-class sales organization," Dudley said. "You need a disciplined sales organization that works with the rest of the team."
Dudley cautioned, though, that it is both time-consuming and expensive to retrain salespeople so that they can thrive in a relationship-based rather than transactional setting.