Sales Trend 8 from our 12 Sales Trends for 2017 explore how extraordinary sales organisations can work with marketing to achieve more.
With the help of technological disruption, buyers in the past 10 years have dramatically changed how they identify opportunities, evaluate alternatives, and purchase solutions.
What has changed?
Buyers are no longer calling the vendor to learn what’s new or to request information like they did before. They have become self-educating; consuming online information whenever they wish.
Buyers rely less on initial telephone / in-person meetings with vendors and more on consuming information online.
Buyers rely less on tradeshows / … read more by subscribing.
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