The ROI Guy
DECEMBER 6, 2010
To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers.
The ROI Guy
MAY 19, 2015
These findings directly contradict the other analyst findings that b-to-b sales reps’ roles and importance are declining due to a disintermediation by B2B marketing and digital resources. Create a sales support function that provides reps what they need to keep selling. More activity does not equate to more effectiveness.
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