For the last decade or more, it’s been an accepted principle – almost a key tenet – of B2B demand generation that business buyers don’t want to talk to a sales rep until the last possible moment.  It’s why, for example, we marketers have assumed control for more and more of the lead funnel.  There was once a time when we would generate a lead and our job would be done.  Now that lead has to be nurtured, educated, scored,…