The sales manager of a financial company echoed the same concern. Companies are simply not willing to meet with us like they did in the past. It's all changing. Whether calling on a prospect or an existing customer, sales call barriers are up.
Opportunities are fewer than ever.
At the same time, sales managers are pounding their fists in frustration. You're not out there selling hard enough. That's how I did it. After hearing such comments from both management and sales people, it's easy to conclude that nothing has changed. These same complaints have been exchanged for years.