Key Chapter Points
Sales models are critical for reaching buyers and highlighting the value proposition of products/services.
Sales models are influenced by company/product characteristics, buyer characteristics, and go-to-market (GtM) economics.
Sales models must adapt to changing market conditions to remain effective.
Sales managers are responsible for developing, maintaining, and adapting sales models.
Effective sales models require close integration with marketing strategies and efforts.
Sales models must align with the product lifecycle stages and competitive intensity.
