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B2B Salespeople Can Survive If They Reimagine Their Roles

B2B Salespeople Can Survive If They Reimagine Their Roles

Harvard Business Review - James A. Narus

“Death of a B2B Salesman,” a new report from Forrester Research, lends urgency to the need for companies to rethink and radically transform their sales models by incorporating digital media into their processes. The study found that by a factor of 3 to 1, B2B buyers want to self-educate themselves …

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