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B2B Sales in 2017: Sales Steps into a More Prominent Leadership Position in an Account-Based World

social selling, account-based sales

Bill Harris, VP of Sales at Trapit, shares his views on how B2B sales will evolve in 2017. In the upcoming days, we will continue to publish predictions about the future of B2B sales and social selling in 2017. Enjoy!

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I predict that, in 2017, sales leaders will play a more prominent role in shaping how Marketing supports Sales. Why? Buyers want one-to-one engagement, and sales can provide that at scale. That's largely because of two critical developments: 

  • Sales and Marketing are working together on their account-based initiatives
  • True engagement through social is now possible with the maturation of viable social engagement platforms

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