Modern buyers are changing faster and to a greater degree than sales organizations. Buyers are also consumers, and their experiences as consumers influence their B2B buying behavior. They’ve rapidly come to expect personalization, transparency and immediate fulfillment. They take their B2C shopping experiences, consciously or unconsciously, with them when they go to work, and their expectations change as rapidly as their consumer options change.
A recent CSO Insights study found that more than 70% of buyers usually engage with salespeople only after their needs are already clarified.
And 44 % of these buyers also identify their solutions on their own before they engage salespeople. One-fifth only want to lock down the details with salespeople just before making a buying decision.
However, 90% of the buyers said that they would be open to engaging with salespeople earlier along their customer’s path in specific buying situations.
There was more interest in early engagement when a business
