60% of a buyer’s purchase decision has already been made before even talking to a sales representative. What does that mean for inbound sales?

60% of a buyer’s purchase decision has already been made before even talking to a sales representative. What does that mean for inbound sales?

Sales representatives should keep this in mind, but this doesn’t change the way the world should sell.
Sales representatives need to push and sell harder to convince buyers to make the right decision.
Sales representatives must evolve their selling to keep up with customers’ buying habits.
Buyers are more educated, so there’s less work for the sales representatives.