Evolution of the B2B salesperson
Adapting your sales tactics to fit the digitised sales funnel.
The landscape of B2B selling has changed. Historically, a salesperson would be the first point of contact for advice and guidance on a particular pain point or product. The B2B buyer’s initial contact with sales would signal the start of a relationship and the beginning of the purchasing journey.
“67% of the buyer’s journey is completed digitally” – SiriusDecisions
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