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THE EXISTENTIAL THREAT B2B SALES FORCES DON'T SEE COMING

December 06, 2018 | (2:00 P.M)
USA (United States of America)
Business-to-business sales forces confront a customer experience gap,born from the suddenly widening distance between buyers' expectations and experiences. B2B buyers now want two things they're accustomed to from consumer experiences, but that most B2B suppliers can't do simultaneously: accurate, on-demand answers addressing their unique issues, and interactions across a dizzying array of channels and media -- web and social platforms, partners and resellers, virtual and face-to-face interactions, and with representatives from sales, service, marketing, and other commercial functions.