I have been having great conversations with people regarding breaking the traditional sales model. A consistent theme running through these conversations is that companies want to make changes in how they sell but they don’t understand their process well enough to even know what to start tweaking.
it is difficult to begin breaking the rules when you don’t even know what the rules are. Before turning sales on its head a company needs to have well defined structures and mechanics in place. This DOES NOT mean getting Salesforce or another CRM. The process of defining structure and mechanics starts with researching your customer, forming hypotheses and testing. Once cause and effect is well understood the results of the research can be translated into a CRM. Then you can get creative with new approaches.
I delivered a talk on this topic at Denver Startup Week in 2013.
Let me know how this works for you!