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The reality is that buying behavior is changing and we need to be aware of these trends so we can adapt and change so our numbers don’t stagnate.
I read some really interesting data the other day and I wanted to make you aware of the data. It’s from a Forester 2021 buying study with over 1000 respondents.
Looking at things from the buying process will help you get more sales.
How are buying habits changing?
- Buyers now means a buying group. 63% of companies now have 6 or more people involved in the buying process.
- It’s a more complex buying process. The number of buying interactions jumped by 10, going from 17-27. Trust is a huge factor.
- Buyers go everywhere for information. Self directed research is king. More options = less clarity.
These 3 important areas of buyer considerations that you need to keep in mind if you want to be in the top 1% in sales.
If you want to be a leader in your space, you have to become a student of the game.
