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Sales Model for the Enterprise Software Industry

Tien Tzuo, Salesforce.com

In the enterprise software industry, Tzuo talks about how there has been a shift from the “field-sales” model, where traditional sales representatives win deals from big customers, to a “two-tier-sales” model. This is fueled by customers coming to the website rather than the sales representatives approaching them, creating a need for another tier of sales people to serve as telesales representatives.