The Death Of A (Traditional) Salesman

A great perspective shared by Tony Rodoni, EVP of Commercial Sales and Market Readiness at Salesforce, on the changing role of Sales. In particular, his opinion as to where lead nurturing sits is both fascinating and rings true. Many marketers in the water and wastewater market are being asked to deliver a higher quantity of qualified sales leads to our sales teams. But the mythical “ready to buy” lead doesn’t exist. Rodoni argues that good sales reps will begin picking up the sale much higher in the sales funnel and will do their own nurturing to persuade the customer to buy:

http://www.forbes.com/sites/salesforce/2017/01/03/the-death-of-a-traditional-salesman/