Without going into too much caricature, we can consider that there are two main categories of salespeople:
Inside Sales
field sales representatives (“Outside Sales”).
To be more specific, the latter can themselves be subdivided into “order taker” salespeople and “advisor” salespeople.
The basic principle of digital prospecting is to bring the customer into your sales funnel. With the ultimate goal of bringing them step by step towards the act of purchase. They come by being attracted by what you have shown them, but not by being sought out or approached. In any case, not in a way that is too visible and frontal. They are the ones who control the purchasing process at their own pace. job function email list
In this context, we understand that the rise of digital prospecting will profoundly change the BtoB sales organization. This organization to which these new generation salespeople belong. The need for sedentary salespeople will increase to ensure presence throughout the sales funnel. As for field salespeople, their role will be to be more and more "advisory" and their number should also increase. The demand for "order-taking" salespeople should structurally decrease. It is on this basis of reasoning that Forrester [1] concluded that there will be a decrease of 1 million jobs by 2020 out of the 4.5 million BtoB salespeople in the USA today.