Selling to a business buyer is a whole new ball game today.
Look at the evidence:
IDC studies show that most IT buyers are half way through the purchase timeline before they agree to meet with a saleperson. 1 in 7 of the buyers push it even further: they wait until they are 75% of the way in before agreeing to an initial contact! The pattern is similar with most business buyers of today.
How do you market to this new breed of buyers? How do you make the sale?