The power in the buying and selling process has shifted from the seller to the buyer. Inbound sales teams base their entire sales strategy on the buyer rather than the seller and personalize the entire sales experience to the buyer’s context. If the salesperson can not add value beyond the information the buyer can find on their own, the buyer has no reason to engage with the salesperson. All the generic material is readily available on the web.
Just received my InBound Sales Certification