Buyers today are more informed and empowered than ever. Most B2B buyers spend a significant amount of time researching their problem and solutions before talking to salespeople.
When the buyers finally engage the salespeople, research shows they mainly want to:
Talk about pricing
Get answers to specific questions
Understand how the solution can help them
Experience the product
Understand how companies in similar situations have used the solution
Today’s buyers don’t need the salespeople to educate them about the problem or to repeat the same content they can find online. Today’s buyers expect salespeople to understand their situation and to prove it by offering tailored solutions.
With reps spending an average 8 hours a week on finding and recreating old presentations and ⅔ of marketing collateral never seeing the light of day, is it any wonder reps fail to prepare adequately?