How Digital Buying Has Eroded Customer Confidence

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For more insights on how digital buying is influencing the future of B2B sales, visit: https://www.gartner.com/en/sales/tren…

Sixty-four percent of B2B buyers cannot tell one brand’s digital experience from another’s. Although some of the impetus is on sellers, this suggests buyers, by foregoing a salesperson, are inadvertently behaving in a way that negatively impacts their confidence in their purchasing decisions. Part two of our three-part series, “The Future of Selling,” explores the need to engage B2B buyers by positioning sellers inside the digital framework their customers have already embraced.