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Is It Time to Specialize Your Sales Force?

In today’s market, you must align your sales organization with your overall business strategy while also accommodating the changing demands of your customer base. This article discusses how taking a specialist approach can help you meet these objectives.

By Barb Pellow
Published: February 14, 2014


This article is part of our premium member access. If this commentary & analysis is relevant to your business, please consider supporting us by becoming a member.



A digital printing and publishing pioneer, marketing expert and Group Director at InfoTrends, Barbara Pellow helps companies develop multi-media strategies that ride the information wave. Barb brings the knowledge and skills to help companies expand and grow business opportunity.

Please offer your feedback to Barb. She can be reached at barb_pellow@infotrends.com.



By Steven Schnoll on Feb 14, 2014

Great article. This is a very important topic. For those who want intense training on the subject Please visit the Graphic Communications Institute at Cal Poly web site for an upcoming workshop on Niche Vertical Markets. This is limited to only 20 participants due to its highly interactive design.


By Mary Beth Smith on Feb 16, 2014

Timely and true. I would love to hear how companies are retooling comp plans and commissions when multiple reps are involved in the account, i.e., the generalist miner and the specialist closer.


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