To say that today’s buyer has changed would be a bit of a massive understatement. In fact, we’ve never seen such change in such a short period of time. When you consider how we’ve evolved since the advent of the internet (it became mainstream in 1996) and then throw on top of that all the digital behaviors that were catapulted by the recent pandemic, the results are stunning.

To name a couple:

• Today’s buyer, on average, is more than 70% through the buying cycle BEFORE they actually speak to a sales person. (Forrester)