For the past 25 years, I’ve helped drive sales at a number of software companies. That’s given me a ringside seat where I’ve seen many changes in the engagement between buyers and sellers. Most of those changes have been evolutionary, but recently we are experiencing a revolution.
Access to information over the Web and on every device has dramatically shifted the way that companies evaluate vendors and make their buying decisions. Customers have so much information that by the time they engage vendors, as much as 80% of the buying process is completed. Sellers need to be fully prepared to engage buyers on their terms and in an aggressive timeline.