The Disappearing Sales Process | Forbes

disappearingExcellent article from Forbes about the disappearing sales process.  We see many of our clients struggling with how to adjust their sales process given changing buyer behavior.  Specifically, clients can research your product or service well in advance of contacting your sales rep – getting perhaps 70% through the sales process without speaking to a rep.  Share how you have changed in your sales process or your sales rep requirements in your business.