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