
Is Your Sales Team Using the Right “Bait” and “Sonar” to Find Customers?
With the advent of the Internet, the market place has become challenging for suppliers. Buyer research indicates that customers are using the internet to self-assess their needs, conduct their own research and make decisions before they communicate with your company. According to SiriusDecisions (a global B2B research and advisory company), 67% of the buyer’s identification of potential suppliers is now done digitally. When business was simpler, your customers had fewer resou