The Augmented Salesperson: B2B Sales in the Digital Age

The traditional sales representative is no longer. His extensive product knowledge, in-depth understanding of the customer's situation and excellent personal relationship with his accounts have been proven to be insufficiently distinctive - even after he developed into an expert in his segment A growing slice of the sales process has been taking place online since the end of the 1990s. Digital and social are more and more often the ideal way for prospects to search for and compare products....