There is no doubt that in a web enabled digital age the role of a salesperson has to change. Quite simply, in most markets, prospects now have more access to choice and information than ever before. This has altered the way buyers access choice and make decisions. Simple logic would, therefore, dictate that sellers have to react and alter their own behaviour.
Marketing is no longer purely transactional. Historically, the major measure to assess whether a company's marketing was effective, or not, was Return On Investment (ROI). A company would undertake, for example, a direct mail campaign and the metrics they would look at were the number of responses and deals done.
At the moment, every business understands the requirement to have a website. That is, an address online where people can find you. What the 'Social Web' means for business is that today, every business needs to have a presence on a variety of Social Platforms, with the ability to allow customers to share that information. Failure to do this may simply mean that in a few years time, the business might as well not exist.