Requirements for organizations have changed as customers are getting increasingly knowledgeable and self-reliant. Hardly any corporate buyer nowadays needs a salesperson to inform them about product features and their specific benefits. New channels are popping up at a breathtaking rate.
Customers have more product and price choices at their disposition than ever before. They expect the same level of support and competence from everybody they speak to – be it a salesperson, a marketing executive or a service representative. As a consequence, the roles and scope of traditional sales, marketing and service organizations are changing. Salespeople’s traditional domains are shifting to the Internet or to Marketing. And the boundaries between sales, marketing and service are blurring