The notion of the buyer’s journey has been used to describe the path that your potential customer would take when making a purchase. However, today’s customers are sophisticated, savvy consumers who do their research.

In case you haven’t heard the statistic before:
“67% of the buyer’s ‘decision’ is complete before a buyer even reaches out to sales.” (SiriusDecisions)

This happens because the buyer vets the companies by scouring their websites, reading reviews and asked others through their social networks for a referral. By the time consumers reach a salesperson, they are fully acquainted with your company’s product features, options and prices.

They have done their due diligence to narrow down their options. Read more