Today's B2B Buyers Expect A B2C Experience.
B2B prospects expect the same self-service, content rich experience they’ve been conditioned to receive with B2C. They want to go at their own pace, to learn about your products before they engage sales, and want a light touch, quick response to their questions.
The Current Sales Approach Drives Buyers Away.
A rigid, step-by-step selling process frustrates early prospects who are not ready to talk to sales, making them unwilling to do discovery. And throwing more resources at early prospects makes the problem worse.
Businesses Are Not Using Their Product To Build Pipeline.
Early prospects expect a self-service, rich product experience to gather product knowledge before engaging sales. Withholding product information limits their ability to self-qualify and encourages them to seek other options.
