It’s no secret that the way buyers make purchasing decisions has changed. Technology has fuelled our buying habits and purchasing a product or service is no longer just a transaction between buyer and seller. Modern buyers are looking for partners to aid them in their problem-solving
Today’s buyers are increasingly autonomous and tend to connect with sales reps only at the point they’re ready to make a purchase, already armed with the knowledge they need to buy. Gone are the consumers that fit neatly into the defined awareness, consideration, and decision stages of the sales funnel, guided by marketing and sales teams. 53% of buyers find that researching online is superior to interacting with a salesperson, so it could be anything from a well-placed social media ad to a snappy piece of downloaded content that makes the difference and converts prospects into customers.