As buyers continue to change how they buy, sales people need to keep evolving.
But how - and why?
In short - the salesperson of the future will be the one that adapts his/her selling processes to match the new way in which buyers buy.
There are lots of disrupting influences in the B2B marketplace at the moment - the move to the cloud, social media, globalisation, etc. These issues are disrupting commerce - but the accompanying change in how buyers buy in particular is disrupting and making irrelevant the "old ways of selling"..