RV 58 - Winning Over the Modern Buyer Using the Power of Dark Social | Winning the Challenger Sale Podcast
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How to Get Customers to Buy Before They Talk to You
In the year 2000, probably buyers were done 3% of their buying process before they engage with a sales rep. And at that point, probably 90% of the commercial budget was allocated to sales relative to customer success and marketing. Over time, as buyers want to do more independently, we have to rethink our budgets to not necessarily match, but cater to different areas where sales is majority capture demand function.
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