Death of a Salesman – Fact or Fiction?

No, this isn’t an article about Arthur Miller’s Pulitzer Prize winning play about Willy Loman. Instead, I want to address one of the three big myths that were debunked at the recent SiriusDecisions Sales and Marketing Summit last week in Nashville. They reported that popular metrics indicate that buyers are 57% of the way through their purchase process before they engage a sales rep. They…

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