BizSugar.com › Sales › Sales Teams Must Adapt to the New Customer Buying Journey #infographic

Customers have clearly changed how they conduct their buying process. Their expectations have changed as it relates to their process of evaluating product or service options, self-educating, participating in decision making groups, and ultimately deciding on and making a purchase. Customers now spend significantly more time doing on-line research, they expect to be served up content aligned to their buying process and on their time frames. The last thing that most of them want to do is talk to a sales person. As a result of this change, sales teams are struggling to engage with customers and meet their targets.