Page 5 - Sales Blueprint New Rules of Selling Brochure
P. 5
7 Key Changes
21st Century Buying Behaviours
1. Hyper-Connected,Socially-InfluencedCustomers 2. SkepticalProspects
3. IncreasedRiskAversion
4. AvailabilityofInformation
5. IncreasedContactTurnover 6. IncreasedPricePressure
7. ShorterTimeHorizons
Source: Shelley Cernel, (Jun 16, 2016) Selling to the Modern B2B Buyer, Salesforce blog; Integrated Sales Executive Council research
