Purchasers are saving money by cutting down the amount of time spent with sales people. Not that they don't appreciate the attention, but it's just not efficient enough any more. So good sales people will learn to target their efforts further along in the buying process. Instead of holding everyone's hand, they'll have to look for places where the buying process bogs down.
Unless companies begin to sell the way their customers want to buy, they might as well write a prescription for their own failure. According to Gartner, by 2020 customers will manage 85% of their relationship with an enterprise without interacting with a person. This means the relationship between and responsibilities of marketing and sales must change: as sales teams focus on the end of the revenue cycle, a highly effective and streamlined marketing machine will become even more critical to successful business function.