Symptom: No one in the organization is spending enough time with clients to identify ways to help them beyond simply the provision of products.
The organization must be proactive about helping clients discover high-payoff strategic applications of the organization's product line. Helping clients succeed by using your products is the essence of the sales function.
Internal Sales is not a part-time job for everybody. It takes a dedicated group of people who specialize in the methods of this function.
Another (more generic) way to state the problem is as follows:
