In the “good old days,” perhaps 10+ years ago, salespeople were the primary source of information about potential solutions for their customers. Customers and prospects sought sales people to learn about new solutions, trends in the markets, what other similar companies were doing.
Customers, also, looked for other sources of information–through networking with others, conferences, trade magazines, research companies, consultants, and others.
But getting this information, particularly high quality, trustworthy information was a challenge. Customers often found themselves wanting more, or questioning the quality of that which they were getting. They struggled with the issue, “Is there anything else we need to learn, what are we missing that could be important?”
