It is true, your buyers don’t need you anymore … at least until they are ready to seriously consider buying. In the olden days executives needed sales people to understand their problems, the potential solutions and who they should really do business with (you of course!). Now with the invention of the Internet (thanks Al) and Social Media like LinkedIN, not only can executives explore what problems they may have and the potential solutions, but they can also gain insights into who they should do business with (are there positive or negative posts/blogs/Linked messages about your company?)
As the world at large becomes more sophisticated with these connective technologies, your approach to demand generation, sales and marketing must keep pace. It can be a daunting challenge, but one we must all overcome.