Not-So-Secret Agents: The Rise of the Third-Party Sales Expert


IMD: Please describe your role, and how it differs from a company’s own sales function.
Feargal O’Sullivan, chief executive, USAM Group: USAM acts just like a firm’s internal sales team—the only difference is that we bill hourly rather than as full-time employees. Our sales staff track their activities and pipeline, and attend weekly sales calls with the vendors, just as they would were they directly employed. We create and develop opportunities, and even provide day-to-day relationship manageme

To continue reading...

You need to sign in to use this feature. If you don’t have a WatersTechnology account, please register for a trial.

Sign in
You are currently on corporate access.

To use this feature you will need an individual account. If you have one already please sign in.

Sign in.

Alternatively you can request an indvidual account here: