If you are a B2B salesperson you might be rather worried about some of the research data that's being widely quoted by "the experts." Here is a selection:
- "Customers rate the salesperson as the least influential interaction in the buying process" - Gartner
- "Death of the B2B salesperson: 93% of buyers say they prefer buying online rather than from a salesperson" - Forrester
- "57% of the buyer's journey is complete before a customer's first contact with supplier" - Corporate Executive Board
- "67% of the buyer's journey is now done digitally" - Sirius Decisions
Salespeople would be forgiven for thinking they'll all be out of work in a few short years! Yet the reality is nothing is further from the truth.