How to Develop an Unfair Competitive Advantage Through Insights

Modern go-to-market is changing. In decades past, customers needed sales teams to educate them on product. They welcomed sales professionals to look under the hood and pitch them on how their product could best be used in their organization. But in 2022 the buyer's mindset has changed. They now have the ability to do the research. They have the ability to talk with industry peers and discover these things on their own. So where does that leave sales in the modern B2B GTM? In this episode, Chris talks about how marketing and sales can work toward a common goal in educating buyers and the new role sales professionals will play as industry subject matter experts.