Successful B2B sales teams strike the human-digital balance customers want in three core areas: speed, transparency, and expertise.
The CEO of a large industrial company recently posed a question: “My face-to-face sales force thinks everything should be analog. For years, they’ve successfully driven consultative sales relationships based on face-to-face conversations, and they think they should carry on. Meanwhile, my e-commerce business unit thinks we should convert everything to digital because that’s where the growth is. Who’s right?”
