Intrepid Sales 2.0: Exploring Paradigm Shifts in Web Technologies, Sales Performance and Learning
Over the past twenty years, we have seen changes in all types of sales processes across all industry segments. Most of the significant changes have come over the past seven years, driven largely by new enabling technologies, an increasingly tech-savvy customer base, and rapid evolution of the Internet. These changes have affected the roles of both sales and marketing, as well as the ways in which they interact and support each other. In addition, economic factors continue to lengthen and complicate purchase decision cycles and drive up the cost of traditional field sales operations.
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