eBook: Battling the 57%
Donal Daly, CEO of The TAS Group, helps sellers respond to more informed buyers.There is an emerging and dangerous assumption embraced by sales professionals and sales executives, based on a marketplace misunderstanding of a recent study on B2B buyers: All Buyers are materially through their buying process before being willing to engage with a salesperson.
In actuality: Research from the Corporate Executive Board (CEB) finds that ‘buyers have (on average) progressed 57% through their buying process before they engage a salesperson.’
According to Donal Daly, CEO of The TAS Group, “The ‘57%’ is an average number and not extremely useful in formulating a sales strategy for any specific situation.”
The TAS Group, the global leader in smart sales transformation announces the release of Battling the 57%: Deconstructing the Buyer-Seller Dance by its CEO, Donal Daly, author of the #1 Amazon Bestseller Account Planning in Salesforce.