Description: Selling in an on-demand world isn’t for the faint of
heart. Today’s customers are researching on their own
terms, and they expect interactions with your brand to
be personalized and timely. Marketers must be ready
to pivot on a dime. A 2015 IDC study commissioned by
Salesforce found that 65% of B2B buyers only engage
with a vendor sales rep after they’ve already made a
purchase decision. The same study found that 83% of
those customers only want to hear from you if you are
able to be relevant and contextual. Otherwise, you’re
just another one of the many, many people distracting
them from their long to-do list.
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