Marketing has been under-appreciated for years, but times are changing. In today’s business climate, marketing holds the keys to success or failure for sales.
The fact is, buyers no longer rely on sales reps as the keepers of information. Instead, buyers do their own research and draw their own conclusions.
Over the past few years, buyers have become increasingly well informed. They rely much more on the wealth of information available to them on the Internet and through their colleagues and other users. As a result, they don’t rely on sales reps as heavily.