For the last decade, selling organizations have been nearly paralyzed because of research from CEB (now Gartner CEB) that highlighted that, due to a variety of factors, buyers were 57% through their journey before they were open to engaging with salespeople. While sales leaders, reps, and demand generation teams have paid lip service to strategies and tactics designed to address this challenge, the reality is that they have, for all practical purposes, abandoned the early stages of the sales...
