Dearth of a Salesman: Does Technology Erode Sales Talent?

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For many years, provocateurs have been able to stir people up by proclaiming the death of the salesperson. Ten years ago, in fact, Marc Miller authored the book Selling is Dead. It must be a lingering death, because I still know lots of salespeople. I sure hope they have their affairs in order, what with their impending demise foreshadowed for so long. More recently, Forrester Research published a more measured take on the topic of the death of the salesperson: “Death of a (B2B) Salesperson,” and it made some interesting assertions.

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