A lot of people talk about how the buying process has changed but it’s hard to find where that information came from. To change that Jim and team decided to interview 500 business buyers (with deal sizes over 10K and not in procurement) to understand what really happens during the buying cycle. The findings were fascinating as the top was not a sales person, in fact, a sales person was 9th on the list. Tune into this episode to learn more about this research and how decision makers really make decisions.

Links and Resources Mentioned in This Episode:

Jim’s LinkedIn
Understanding Buyer Behavior White Paper
State of Sales Research

In This Episode You’ll Learn:

– What 500 business buyers think about buying
– Why sales reps don’t make the list and how they can
– What research says is real reason decision makers buy

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