The shift in information from seller to buyer has been a hot topic in the sales and marketing world. Sellers, in the not too distant past, used to be the gatekeepers of information. This information asymmetry forced buyers to seek out salespeople, and this left salespeople in a position of power.
Of course the Internet shifted this balance of power. Buyers often know more about the market, competitors, and products when they reach out to salespeople than the salespeople themselves. This shift has challenged many SMBs in manufacturing industry, leaving many struggling to adapt.
In America, we are experiencing a resurgence of ... Read More