As sales leaders, we've all noticed a shift in buyer behavior over the past few years. At The Center for Sales Strategy, we've been tracking this trend closely, and it's clear that the landscape has changed dramatically.
Recent studies, including one from HubSpot, suggest it takes anywhere from 12 to 15 touches before a prospect is ready to meet with sales.
This might sound alarming, but it's our new reality. The question is: how do we adapt our strategies to meet this challenge head-on?