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?

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