Don’t Try to Sell, Be a Trusted Advisor
B2B buyers have made dramatic leaps in terms of self-sufficiency. When a business issue is identified, 60% of buyers prefer to address it independently rather than interacting with reps who are instantly pushing for a sale. Julia Hubbel, President at The Hubbel
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The Impact of Bad Quality Buyer Information
While B2B buyer data validates a company’s sales strategy and helps sellers hyper-personalize offers based on their client’s buying patterns, the bad news comes quickly: data has its limits. Executives aren’t prematurely jubilant over any type of information gathered on a