How far along in the decision-making process is a B2B prospect before they call a sales person?
Your sales reps better be good…
because the answer is D.
According to a study by CEB Marketing Leadership Council, the average B2B shopper is already 57% along their decision-making process before calling you.
Prospects now talk to a real sales person as a last resort, not as a first step.
They’ve practically made up their mind. How can you influence them before they call someone else?