The Buyer / Seller Mismatch: How to Align Your Sales Organization with Your Buyer’s Expectations

The buyer profile and landscape is changing, and sales organizations are learning that if they don’t adapt to meet new expectations, they’ll be left in the dust. What’s causing the change in the way buyers buy? More importantly, what are you doing about it?

Let’s explore some of the challenges sellers face.

59% of buyers prefer to do research online instead of interacting with a sales rep because the rep pushes a sales agenda rather than helps solve a problem.

- Forrester