In “Reshaping Business-to-Business Sales for the Future,” nearly 80% of the 214 executives surveyed by Harvard Business Review Analytic Services reported that buyers’ expectations have moderately or significantly changed over the past two years. Buyers expect more from the overall sales experience. They want better post-sales support and contextual information, and they want it via the channel of their choice, whether face-to-face or by phone, videoconference, self-service, social media, or app.
However, about half (51%) of survey respondents say they are not keeping up with customers’ new demands and expectations.
Download the report to find out how these leaders intend to close the gap.