Think 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.