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As B2B buyers' expectations increase at a breakneck pace, selling organizations that maintain siloed human and digital routes that are disruptive to preferred buying motions risk alienating buyers and limiting their own success. As a result of these tectonic changes, B2B marketing and sales leaders face the mounting predicament of ensuring that their sellers meet and exceed sales targets while fulfilling the expectations of independent and digitally oriented buyers. The solution lies in arming sellers with modern tools, training, and strategies to better align selling and buying motions.
In this virtual session, Forrester principal analyst Mary Shea shares findings from her most recent research and discusses evolving business buyer preferences along their purchase path, where B2B firms are on their journey to delivering these experiences, and the benefits of digitally immersive selling.
Key takeaways:
Target audience level: intermediate and advanced
Vendors mentioned: Brainshark, Ecosystems, Highspot, and vablet
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This report details what evolving business buyers want along their path to purchase, where B2B firms are on their journey to delivering that experience, and how digitally immersive selling benefits everyone.
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