The Harvard Business Review recently published a study that showed business decision makers are 57% of the way through the buying process before contacting a sales rep.
For those of us who put on business suits every day and go face-to-face with decision makers, that data is very concerning.
I'm curious: What are you experiencing in the field? How are buyers different than they were 5 years ago?
Right now we're developing a survey to research this question in the office equipment industry. We'll publish this in P4P Hotel soon.
However, as we build the survey about changing buyer's habits, what questions to you think we should as sales reps? What would you like to know? Which of your gut feelings would you like to validate?
Use this form to weigh in with your ideas.