Epic changes are under way in the selling-sphere. Sales organizations are being re-imagined and redesigned. Strategic moves and structural shifts promise to upset the status quo and create powerful new growth engines. And while some analysts predict the death of the salesman, the evidence suggests the modern sales professional is more critical and capable than ever. Why are companies rethinking their sales force designs? To drive profitable and predictable growth. To drive out needless expense. To sell into small and medium-size business markets cost effectively. To land and expand in their largest upmarket accounts. And to do all this while making buying a simpler, faster, more effective (and pleasant) experience for customers. As Next Era Selling demonstrates, business and sales leaders are now executing a series of strategies to meet ambitious goals. They are: Unifying the front office of sales, marketing and customer success teams identifying synergies that can increase customer value. Unleashing inside sales teams by raising deal thresholds and expanding their territorial reach. Empowering outside sales and account management teams to pursue larger, more strategic deals. Building a powerful alliance between inside and outside sales teams to increase market coverage. Leveraging a network of specialists to guide buyers through high-stakes decisions. Such strategies are the natural response to today s Virtual Selling Imperative. As a revenue growth leader, you are now challenged to overcome the barriers of trust, time and geography to build profitable and enduring customer relationships. You are challenged to make the virtual truly personal. This book provides an essential framework for action and investment.