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Other causes of the growing buyer-seller divide: The growing workload of sales teams, which leaves them little time to research new customers and learn about them; Sky-high expectations for buyer-seller interactions; The increasing workload of buyers, which leaves them little time for human interactions; and Outdated account-management methodology, which focuses more on sales than on post-sales, and doesn't integrate sales and service functions well enough.

Issues of Trust "Buyers find first-hand and third-party information sources more influential and trustworthy than vendor salespeople," remarked Julie Neumann, content director at TrustRadius. Vendors who are more honest and open about their products are more likely to close the deal, suggest TrustRadius surveys of more than technology buyers and vendors on the B2B purchasing process.

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Vendor reps ranked 11th out of 15 options for influence and trust, despite being the fifth most-used resources. Sales Teams Staying Alive As self-service begins to play a larger role in purchase processes, sales reps have been morphing from order takers to trusted advisors for buyers, Avionos' Webb noted.

Organizations can benefit from a combination of sales enablement and holistic changes in various areas, suggested CSO Insights, including sales processes, management execution, technology stacks and hiring profiles.

The problems and solutions are real.

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We never say it will be easy. Vendors have to be open and authentic in their own marketing assets and interactions with prospects, she cautioned. They also have to leverage information sources buyers already find influential and trustworthy.