Many distributors are redefining sales processes to put sellers at customer sites for only the most important interactions. For inside roles, consultant Andrew Horvath asks, should sales leaders deploy inside roles in a centralized or decentralized manner?
Panelists from Salsify, Dremel, Bloomreach and Waters Corp. debate whether B2B sales interactions will be more human or machine-based going forward. It depends on who owns the sales experience, if machines can manage complexity and which route produces the smoothest sales cycle.
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