How To Navigate the Increasingly Complex B2B Buyer's Journey -- with Todd Caponi

80% of a B2B buyer's time is spent researching products and evaluating options independently, and only 20% is spent meeting with a sales rep. As information sharing becomes more readily available for buyers, will the salesperson's job eventually become obsolete?

In 2015, Forrester predicted that 1 million B2B sales jobs would be eliminated by 2020 because of buyers’ easy access to information. But it never happened.

In fact, the opposite happened: B2B sales roles actually grew. 

In this episode of Closing Time, Todd Caponi joins us to explore the future of B2B sales, why it’s growing, and how sales teams should navigate the increasingly complex customer journey. Watch the episode on YouTube. 

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Connect With: 

• Todd Caponi: Instagram // Twitter // LinkedIn

• Chip House: Twitter // LinkedIn

• Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube