ZEBRA3

Insight Selling Changes How B2B Buyers Think

The traditional playbook for B2B sales no longer works. According to Gartner’s 2024 survey of 632 B2B buyers, 61% prefer a rep-free buying experience, and 73% actively avoid vendors who send irrelevant outreach. By the time buyers contact sales, they’ve already completed 57% to 80% of their purchase journey independently. This shift has rendered the classic “diagnose and prescribe” sales model obsolete....

Insight Selling Changes How B2B Buyers Think The traditional playbook for B2B sales no longer works. According to Gartner’s 2024 survey of 632 B2B buyers, 61% prefer a rep-free buying experience, and 73% actively avoid vendors who send irrele…