60% of a buyer’s purchase decision has already been made before even talking to a sales representative. What does that mean for inbound sales?

  • Sales representatives must evolve their selling to keep up with customers’ buying habits.
  • Buyers are more educated, so there’s less work for the sales representatives.
  • Sales representatives need to push and sell harder to convince buyers to make the right decision.
  • Sales representatives should keep this in mind, but this doesn’t change the way the world should sell.