Buyers today are informed, digitally savvy and squarely in the driver’s seat in terms of how and when they want to talk to sales. As we illustrated in The Death of the Sales Funnel Infographic, the game has changed.  If sellers want to remain in the running, they need to adjust their approach to the new customer-driven rules of engagement. The reality is that sales people will have less time with customers, and in turn, will need to maximize quality sales....

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