Stuart Small


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Why the Best Buyer Experience Wins

Our experiences and expectations as consumers are changing our behavior as B2B buyers, but most sellers have not adapted to these shifting buyer expectations. For simple purchases, B2B buyers increasingly prefer ecommerce, with no salesperson involved, but complex sales still require a salesperson’s assistance. From shopping on sites and apps like Amazon, Netflix, and, we expect to find the information we need when we want it, whether or not we’re engaged with a salesperson. Because current sales practices aren’t in line with buyer expectations, most salespeople are boring their buyers. Stop boring your buyers and start delivering a better buyer experience.