The End

Choices

 

In fact, a recent Corporate Executive Board study of more than 1,400 B2B customers found that those customers completed, on average, nearly 60% of a typical purchasing decision—researching solutions, ranking options, setting requirements, benchmarking pricing, and so on—before even having a conversation with a supplier.

( Source: HBR | The End of Solution Sales )

 

Terrific insights.

Just like users no longer need help from IT folks to install applications, enterprise customers no longer need traditional sales reps to hand-hold them through buying process.

Obvious for consumers, and exciting for forward-looking sales teams.