You know who the decision-makers are for your buyers, and you know how to answer their unique concerns. You can't do that if you're not in the room, but your marketing can speak on your behalf. (Image: Shutterstock)
Gone are the days when the salesperson was in control; now, the buyer reigns supreme. Buyers no longer have to wait for a salesperson to educate them on potential solutions; they are going online and researching themselves.
Unfortunately, that means we are seeing their buying process grow significantly longer. And with increasing frequency, they are abandoning their search altogether and not making any purchase decision.
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