In last week’s Data Byte, we talked about how customers make large purchases for their personal use. This week, we explore how customers research, engage with salespeople, and make the final decision when it comes to business purchases.
As you may imagine, there are some strong parallels between the way salespeople in B2B and B2C fields should go about engaging with customers. Customers want to converse over phone and email without the frustrations of being constant upselling.