Buying behaviour in B2B has changed dramatically the past decades. Buyers are less inclined to take unqualified meetings with salesreps and it can be hard to reach decision makers on the phone. Instead they are doing considerable research on their own before reaching out to vendors.
How can you a vendor and sales person adapt to this changed in buying behavour? In this white paper we analyse the changes that impact sales engagements and how you can adapt and success in the new B2B landscape