Usually it’s difficult to tell who’s going to win a game after just one quarter, but if your sales and marketing teams are already starting to feel like the Cleveland Browns, you may want to huddle up and add the following sales trends to your playbook.
More and more buyers are making their purchase decisions without involving a sales rep. Instead, they consult existing web content about products to guide their choices. According to a Walker Sands Communications study, approximately 65% of marketers are “at least halfway” to making a decision before they get in touch with sales.
So, how do you make sure that buyers get in touch with you? Give them what they’re looking for.
“The most influential content includes product demos (52%), case studies (47%), and online reviews (43%),” Walker Sands revealed.