Why the Web is making salespeople more, not less important

Contrary to what the pundits say, the Web is making salespeople more, not less important. In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Instant Access to Solutions”. The media is guilty of creating the propaganda around the demise of selling – propaganda that is not true. Too often a headline reports that buyers are turning to the Internet to do their shopping, leaving salespeople and companies out of … read more by subscribing.