Value-based selling in a disruptive business environment.
There are a number of challenges in the waste management sector. An increasing population is contributing to more and more waste, making it difficult to collect and dispose of correctly.
Legislation has become more vigorous, forcing South African waste facilities to become more automated, technologically advanced and eco-friendly.
Although South Africa has begun to recycle, the country is way off countries such as Sweden which recycles 99% of their household waste.
Based on this challenging business environment it is incumbent on management to equip the sales force to engage with customers through a diagnostic sales engagement process founded on value-based selling techniques.