BtoB Summit 2022

Round Table - The decade of Sales, between talent shortage and buying path eviction

Jul 7, 2022 | 2:30 PM - 3:00 PM

Amphi 400


More than two-thirds of B2B buyers make their purchase decision before they even meet a salesperson. Faced with the emergence of a hyper-informed, autonomous and demanding super-buyer, salespeople are sometimes reduced to negotiating prices and sending quotes. At the same time, the shortage of sales profiles is getting worse. According to Michael Page, there is a shortage of more than 200,000 sales people in France. How to explain this structural shortage?