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Rise of Self-Service Buying:
An Enabled Buyer's Market
Rise of Self-Service Buying: An Enabled Buyer's Market
B2B buyers are B2C consumers in most parts of their life. Nearly half of today's buyers are 25-30 years old and prefer to act independently and do their own research before engaging with a salesperson.
This has resulted in buyers relying on your website and 3rd party content now more than ever. (*)
+ When planning to buy software, companies rely mainly on the vendor's website (60%), internal supplier portals (43%), and salespersons at the software company (40%).
+ More than 60% of buyers agree and strongly agree that vendor sales aren’t involved in the research phase.
+ One in two respondents mentioned that they couldn’t find credible content or knowledge of vendor offerings, that content isn’t specific to their industry, vendor websites are unreliable, and it’s hard to find independent content to support them.
In this webinar, you’ll learn why these shifts are taking place and how to make your sales cycles faster and more efficient by better enabling your buyers.
Discussion topics
Key factors in the modern buying cycle that led to the rise in self-serve
Learn quick ways to adopt a more self-serve model
How to cut your sales cycle in half
Key Takeaways
A buyer wants trust, it’s about having the right information from the right place at the right time. You need to build your sales and marketing teams around this.
Every company is trying to make their buying experience as simple as possible. If a customer is comparing an apples-to-apples product, they’re going to go with the easiest buying experience. Same with the ease of use when it comes to the product.
How to get your team excited by self-service? Tell your reps that you’re saving them time, a higher quality of leads will be coming their way, and they will already have experience with the product.