The definition of insanity is doing the same thing over and over again and expecting a different result. Here are 8 trends in buyer behavior that you’ll need to address with your sales activities to be successful in 2019.
80% of the B2B buying process will occur without any human interaction (Gartner). So what are buyers doing if they are not interacting with you or anyone else initially? They’re going online and researching potential solutions to their specific problem. They’re reading reviews of your company and solutions. They’re looking at the LinkedIn profiles of the sales people who are trying to add value first, sell second. What does your LinkedIn profile say about you? Update your profile TODAY. Remove all references to crushing quotas and attendance at President’s Clubs. Replace it with customer success stories and recommendations from customers.
