Three Myths of the “67 Percent” Statistic

 

By now, we’ve all seen variations on the statistic, but here’s the SiriusDecisions-approved version: 67 percent of the buyer’s journey is now done digitally. Let’s add to that: Our research shows that online searches are executives’ first course of action (just like everyone else). Now that we’ve set the record straight, let’s talk about some common myths about the 67 percent statistic and what you need to do about them.

Myth: Sales doesn’t get involved until more than halfway through the buying cycle. The 67 percent statistic in no way says that no one talks to a salesperson before getting halfway through the buying cycle, but this is how some have interpreted it. Just because buyers spend time online doesn’t mean sales is not involved at all stages of the buyer’s journey, including the early and late stages. It is true that the standard is now higher for sales to add value to the conversation, because so much information can be found online.

Click below to read the full article by Megan Heuer for Sirius Decisions

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