Gaining access to today’s buyers – whether in-person or virtually – is a major challenge for sales reps. The global pandemic underscored a critical fact for buyers: They do not need to connect with reps much, if at all, to acquire the information they need to make a purchase. Buyers can easily access large amounts of high-quality data and information online. However, this does not mean they no longer need sales reps. The amount of quality information far exceeds buyers’ capacity to consume it. Sales leaders must recognize the opportunity to evolve the role of their sales reps to be what customers need most: A guide who can help them navigate an uncertain, noisy information landscape to find the answers they need to make better decisions. This complimentary webinar looks at why taking a sense-making approach will help sales reps be the guide their customers really want them to be.
Distinguished VP, Research