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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

Customer Dysfunction Has Made B2B Buying Harder Than Ever [Infographic]

Posted by Julia Manoukian on Jun 21, 2017 11:00:00 AM

customer-dysfunction-buying-hard-1.jpgThink customers know how to cut through the mirage of information from salespeople, evangelists and content marketers to make informed buying decisions? Think again, says some of CEB's latest research.

They've run an analysis that shows B2B customers are increasingly overwhelmed by the sheer amount of information available to them for a purchase. They're taking longer to make a purchase, sometimes not making them, and even regretting them! Clearly, this is hurting vendors' ability to sell. 

This infographic from the CEB Sales Blog helps explain why buying is harder than ever, and offers a few words of advice on how to help. Methodologies like social selling can further help by teaching reps to stand out through personalized messaging, tailored insights and solution-based sales. 

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Julia Manoukian

About the Author

Julia is focused on creating, managing and producing everything content-related at Sales for Life. From product to content marketing, she is committed to constantly evolving the company's marketing strategy to exceed the demands of the ever-changing buyer.