This is a guest post by Stephen Diorio, a Partner in Profitable Channels and the author of the book “Beyond e: Twelve Ways Technology is Transforming Sales and Marketing Strategy” as seen on Forbes Insights.
The sales profession is going through a transformation. Social, mobile, and digital media are helping buyers become better informed and raising their expectations. And the purchase process has become longer and more complex. These forces are making selling more costly, collaborative, and consultative according to Joe Galvin, who is Chief Research Officer of the MHI Research Institute. “It's common knowledge there more people are involved in the decision. But our research shows that more importantly, a rising number of sales resources are now involved in complex opportunities. This results in a creeping increase in cost of sales and makes collaboration even more critical.”