A sales leader at an asset management firm reflected: “Our inside salespeople are doing a better job than our field salespeople. And they make one third as much.”  In the pharmaceutical industry, where doctors increasingly decline to take face-to-face meetings with salespeople, one sales leader told us: “We need a different breed of salesperson with a higher digital quotient.” A technology buyer at our own consulting company complained about one of our vendors: “Although Alice has the title Customer Success Manager, she tries to knock down my door every time she smells an expansion opportunity. She is just a pushy salesperson.”