Making Customers Instead of Finding Them

In the March '08 White Paper entitled “Making Customers Instead of Finding Them,” (Click here if you have not read it) I suggested that the role of a sales person is being squeezed between the converging trends of “information via internet” and a slowing economy. If customer demand for your products and services begin to dry up and what little demand that survives can be serviced by a more cost effective way, what happens to the role of the sales professional? I suggest it must evolve from the old traditional role of Demand Capturer to a role of Demand Creator as defined in the White Paper. Do you agree? I further stipulate that most Business-to-Business sales organizations have an old archaic Sales Process that will not support this new role of a Sales professional. Do you believe this? Are we witnessing the metamorphic change of the sales professional at this time in history? Share your point of view!