Opportunities to engage buyers early exist. Are your sellers prepared?

Here we go again with more facts based on our 2018 Buyer Preferences Study.
Last week, I discussed the question of how relevant salespeople are to the modern buyers when solving business problems. More than 70% of buyers usually engage with salespeople later along their customer’s journey, after their needs are already clarified. Why? Because buyers find other resources more relevant and more valuable than talking to salespeople. That means that buyers are spending less and less time with salespeople. And that’s what buyers told us: Only one-third found that one seller would outshine the rest. For two-thirds, salespeople start to look alike in the eyes of the buyer. Read more about the dangerous apathy loop in our 2018 Buyer Preferences Study.
So, the challenge for salespeople to be relevant, valuable and differentiating is increasing, but they have fewer opportunities to show these attributes. How can salespeople get more opportunities to be