3 Keys to Effective Sales Teams in the Age of the Informed Buyer
Sales and Marketing Management
JUNE 28, 2018
Author: Glenton Davis Today’s consumer has access to more knowledge than ever before, adding a burden to businesses to provide truly innovative products and services — and for sales teams to understand their companies’ offerings in a deep and informed way. From casual browsing to thorough research, online exploration occurs well before customers meet a salesperson. Even in the B2B space, 74 percent of buyers report doing more than half of their research this way.