Will B2B Sales Move Mostly Online?

Last Updated Jul 2, 2009 10:24 AM EDT

Here are two people I respect -- sales guru Keith Rosen and Genius.com CEO David Thompson -- in apparent agreement that "Sales 2.0" (where the entire B2B sales cycle is pursued online) will largely replace "Sales 1.0" (where B2B sales cycle is pursued in person).


I've been writing a lot about Sales 2.0 lately, mostly for SellingPower magazine, and I've come to the conclusion that there's definitely something in that view.

While I don't think that many multi-million dollar deals will be cut without some face-to-face meetings, I do think that many fairly complex B2B purchases can and will be prospected, developed, and even closed online.

What do you think?