The B2B sales environment has never been more challenging, with economic forecasts predicting the loss of B2B sales roles over time with the introduction of intelligent technology. But what’s really going on in B2B sales and is there reason for concern?
Once upon a time being ‘in sales’ meant cold-calling prospects, relying heavily upon your innate charisma and charm, persuading the prospect they needed your solution and trying to close a deal.
There’s no question that sales and marketing must adapt to the modern B2B buyer’s journey. So much of the purchase process is self-serve, leaving sellers with limited time to stand out from competitors and build relationships with prospects.