Buyers Are Elusive in an Information Rich Digital World

Are Your Customers Are Making Purchase Decisions Without You?

One of my favorite aha moments occurred a couple of years ago when the Corporate Executive Board released a study of insights from 1,500 B2B procurement professionals. One of the key elements of that study was the realization that on average, procurement professionals were 57% of the way through a purchase decision before the 1st engagement of a sales professional. And even more interesting was that the responses ranged from a low of 45% to a high of 70%.

Are your sales and marketing efforts keeping your company, product or service in the game long enough to make it past mid-field in today’s world of selling? Or maybe a better question is: How do you assure your sales and marketing efforts are engaging your prospects and customers when you don’t know they are looking?


I’d love to hear from you! If you have a question or comment please share it with me below and I will be in touch with you very shortly:

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