B2B buyers complete 57% of the buying decision before they are willing to talk to a sales professional. If you're in the sales space then you're no stranger to this defining statistic. To disrupt, challenge and impact your buyers earlier in their process, you must engage them in a valuable way. Providing commercial insights is the way to go.
The following infographic by CEB describes how sales professionals that act as consultants are able to drive more pipeline and accelerate revenue vs. their peers that don't. Not surprisingly this data is very close to other findings from other research firms such as Forrester and SiriusDecisions.