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The B2B Sales Leadership Vision for 2021 With Nick Toman

The B2B Sales Leadership Vision for 2021 With Nick Toman

The Gartner Sales Podcast vor 5 Jahren

In this episode of the Gartner Sales Podcast, Brent Adamson sits down with Chief of Research, Nick Toman to discuss the Garnter’s recently published “Leadership Vision for 2021: Chief Sales Officer,” one in a series of “vision documents” designed to help

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In this podcast, Nick and Brient discuss the dramatically
changing role of sales reps in B2B selling as customers
increasingly shift to digital purchase channels. Within
that context, the two introduce a particularly important
opportunity for professional sellers to differentiate themselves
in today’s buying landscape, given customers’ struggle to reach
complex purchase decisions. They close their conversation
with a review of the internal organizational changes necessary to
adapt the entire commercial engine (sales, marketing, success,
service) to this new buying landscape.