Sales teams need to find a way to intervene earlier in the buying process, both for their benefit and that of the buyer.
By Kevin Trokey|February 11, 2020 at 10:30 AM
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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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