The Sales Innovation Paradox With Howard Dover
The Gartner Sales Podcast
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The Ecological Disaster: The Buyer's Plays Plowed the Fields
Gartner research says buyers don't really find salespeople that useful anymore, do they? It's definitely their preference, they were seeing a growing preference away from interacting with the seller. The buyer can simply begin to disengage and develop protective mechanisms which they have done to avoid what the seller is doing. So now the difference between the field and a customer is the customer gets to change behavior. The field can't do anything. Well, the buyer can.
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