How far along in the decision-making process is a B2B prospect before they call a sales person?

A. 12%

B. 19%

C. 37%

D. 57%


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?


Have better marketing