Flexibility in sales process is something we need to think about to keep pace with today’s constantly changing selling landscape. With the abundance of information readily available, more buyers are engaging with sales professionals on their own terms—when they want to and how they want to. In today’s blog, we focus on the when and discuss why it’s important for sales leaders and sales operations teams to maintain a level of flexibility when it comes to their sales teams’ adherence to sales process.
Buyers engage salespeople at different stages of THEIR purchase journey. (Click to tweet)
According to our 2018 Buyer Preferences Study, nearly three-quarters (70.2%) of buyers make initial decisions in their buying process before engaging sellers (Click to tweet) and prefer to wait until they already have a clear understanding of their needs. This means that when sellers do engage, they are more challenged to create value for the buyer.
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